All Entries in the "Blog" Category

Overcoming Price Objections

I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals.

It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects pain, need, and/or their perception of your brand/reputation. First, let’s look at the three key indicators that determine how much of a factor price will play in any given sale. Then I’ll share a bonus tip that will help your sales people handle requests for discounts.

Is the Sales Profession Dying?

Is the Sales Profession Dying? No… You are just listening to the wrong people!

I recently attended a sales and marketing conference. During one presentation, the focus turned to “Closing Techniques.” The presenter shared word-for-word scripts that would lead the prospect to “YES!” Inevitably, someone in the back raised their hand and said, “That type of approach would put me off,” to which the speaker responded, “It’s a little edgy. You don’t have to use it if you don’t want to.”

Getting Back to Basics vs. Outdated Sales Tactics?

There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or if you are…

2 Ways to Outsell Your Fiercest Competitor!

If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they are relentless about follow-up, and if it comes down to a price war… they will practically give it away just to beat you.

When you win, it’s pure joy, excitement, high fives for everyone! It also comes with a deep breath, a sense of relief, exhaustion, and the thought of, “I have to keep finding new ways to beat these guys!” Here are two tips to keep you winning against your fiercest competitor…

What Have You In Common With Idols and Olympians?

Call my goofy, but American Idol is one of my favorite shows of all time. I think I could watch it all… day… long. I’ve always been drawn to people with talent, big dreams, and high aspirations.

I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!

In both cases, there is a common theme that stands out above all else…

3 Ways to Get the Inside Scoop and Find New Prospects!

Written by Silvia Quintanilla

Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects…

The Truth About What’s Happening In Sales

I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”

Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people are currently facing. I’ve picked a few segments of the interview to share with you today…

10 Game Changers: The Future of Sales

I while back I asked, “Is Sales 2.0 really about sales?” My answer is “NO.” I don’t think Sales 2.0 is about sales at all. Think about how people on the web give everything away for FREE. That’s not selling! Sales 2.0 is all about marketing, branding, credibility, and positioning for the future.

So what does the future of sales look like? Let’s start by painting a picture of what’s happening with sales people today…

Voice Mails, Gatekeepers, and Unresponsive Prospects

I recently had a reader send me some great questions regarding my strategies for leaving effective voice mails, dealing with unresponsive prospects, and working with gatekeepers.

I wasn’t sure if any of our other readers were dealing with these challenges (SMILE)… but I decided to “chance it” and share the Q&A with you!

3 Quick Tips From the Super Bowl Champions

Leadership – It begins with head coach Sean Payton. He is a great decision maker and understands how to rally people around a cause.

Commitment – When you think of the Saints, you think of a team who is committed to something greater than any one individual. It was never just about winning the Super Bowl. It was about a history of struggle and relentless perseverance…