All Entries in the "Sales" Category
Just Get Your Foot In the Door: Start Simple.
Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.
Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success.
Forget About Building Rapport!
Written by Jeb Blount
Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere.
Over time, they become numb to rapport- building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on…
Silly Sales Cycle Slow Downs
Closing the sale is about taking “the next natural step” in the process.
Of course, sales people want that next step to happen as quickly as possible.
So… why do we do things that slow down our sales cycle? Here are a few examples…
Return On Effort (ROE)
Sales managers often wonder why team activity levels are so low. “It didn’t used to be that way,” they think to themselves, and then it gets worse. It transforms into an attendance problem. Sales mangers become babysitters, “Where are you? Why aren’t you here? Every minute you are late is costing you deals!”
Disciplinary action taken on attendance issues doesn’t solve the core issues… engagement, buy-in, productivity, etc. Just because they are physically there doesn’t mean they are mentally there.
4 Little Principles that Produce BIG Results!
Bicycles, Filters, Mastery, and Trust… All part of the 4 Little Principles that Produce BIG Results…
Building a Smarter Leads List
So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.” That’s not a great way to build credibility… is it?
It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions…
Is Relationship Selling Dead?
It sure feels that way today! You rarely reach your prospects on the phone and when you do, they quickly brush you off. When you’re in meetings, they want you to get right to the point.
Sometimes they’re so busy multi-tasking, that you’re not even sure if they’re paying attention. Even your long-term customers fail to return your calls for months, making you wonder what you did wrong.
Welcome to the new normal!
Specific Insider Information Wins Sales!
Every prospect has a unique story. Their needs might sound similar on the surface, but when you dig deeper, you’ll gain inside information and improve your chances of winning the deal!
Let’s put your ability to uncover opportunities to the test!
That’s the difference between success and failure.
Dumb Sales Moves
Last week I shared examples of actions I’ve taken to help win deals.
Now I’m going to share some of the dumb things I’ve done that caused me to lose deals.
Keep these things far away from your sales process!
Carpe Deal’m… Seize the Deal!
You crank out more phone calls than you can count. You do everything possible just to get an appointment. What do you do when someone finally shows you some buying signs?
Too many sales people take the approach of, “I’m still waiting to hear back… they promised to call me when they are ready to move forward.” Are you kidding me? I’m going to share two examples from my own personal sales experiences. These are things that I’m constantly working to improve upon. I hope these points help you win more deals!
