Stop Selling Like You’re Walking On Egg Shells!
Do you want to know why some sales people are struggling? Because they are believing all the whiners, sales snipers, and so called gurus who like to “talk” sales instead of “make” sales. These “big talkers” are filling everybody’s head with junk!
I’ve had enough of hearing people talk about how “prospects like to buy, they don’t want to be sold”. I’m tired of hearing that sales is “all about building relationships”. I’m sick of hearing that “cold calling is dead,” intrusive, and whatever else!
We All Need a Rival!
I was watching the Texas vs. Oklahoma college football game this weekend and was thinking about how important their rivalry is for each school. The fierce competition that exists between them is what fuels each team’s marketability, recruiting power, and championship opportunities.
It got me thinking. Isn’t that what we want for our business? What we all need is a rival!
Is Your Internet Marketing Generating Hot Leads?
Quality lead generation is one of the biggest challenges sales teams face. I recently had an excellent Reader Q&A submission from Steve Richard, Co-Founder & Head of Training at Vorsight.com. He asked me to share it with all of our readers. Before asking the question, he described the “just looking” scenario we all face…
Question: How do you engage your web marketing leads to move them from “just looking” to “I’m interested”?
Best Strategy for Exceeding Quarterly Goals
One of my directors used to say, “You can have a bad day, but don’t ever have two in a row. You might have a bad week but don’t repeat it the next week. If you have a bad month always bounce back the following month. Through it all, there is one thing you must always do. Make sure you always hit your goals for the quarter.”
Most people find themselves scrambling at the end of each quarter to achieve quota. I have a great strategy for exceeding your quarterly goals. Perfect it, and you’ll beat your goals quarter after quarter… year after year!
Are There Poachers In Your Territory?
I don’t know of many things that will fuel an argument more than two sales reps battling over a territory dispute!
The organizations I’ve worked for have had clearly defined territories… but, I’ve had teammates who come from organizations with a free market, sell wherever you want approach. It is inevitable, on every sales team, there are poachers! Some teams have a “verbal” policy, but it isn’t a “written” policy. Ironically, even with teams that have it in writing, there are sales people who are compelled to want to negotiate behind the scenes.
It’s Your Life. What You Gonna Do?
Get your week going with a little inspiration. In fact, bring your whole team together… go for it… do it right now! I’ve included the lyrics so everyone can sing along! LOL
This is the moment. It’s on the line. Which way you gonna fall? In the middle between wrong and right. But you know after all… It’s your life. What you gonna do? The world is watching you. Everyday the choices you make… Say what you are and do…
3 Simple Steps for Building Value!
We hear it all the time, “You have have to build value.” Ok… I get that… but how?
Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer?
Here are 3 Simple Steps for Building Value!
My Biggest Challenge With Cold Calling
What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I’m running a contest to help YOU improve your cold calling strategies and tactics!
Win an hour long one-on-one “Cold Calling Superstar” session with me, Doyle Slayton, where I will determine the 5 things you can do to help overcome your challenges and immediately improve your cold calling results!
Winning is Everybody’s Job!
I called on a prospect the other day and I was blown away by her voice mail greeting. It said, “Hi this is ‘Jane’. If you are calling about (it was something directly related to her department) please leave me a message. Regretably, if you are calling about (it specifically related to purchasing their services), your voice mail will not be addressed.” What? Are you kidding me?
Are you telling me that if someone ends up in your voice mail… and wants to purchase your product, you are just going to delete it and act like it never happened?!!!
A Fair Referral Fee?
I had a reader send me an email with the following scenario and question… “I’ve identified a sales lead. The CEO of the fulfillment firm and the COO of the company I referred are engaged and talking. There’s a good chance this lead will result in new business for the fulfillment company. My fault for not negotiating a referral fee upfront. I do have a prior relationship with the CEO and he wants to do the fair thing as much as I do.”
