All Entries Tagged With: "winning"
Competitive Warfare
Reader Q & A:
Are you speaking poorly about your competition? Is your competition bashing you?
I’ve known people who believe in creating doubt in the prospect’s mind by pointing out a competitor’s weaknesses. On the other end of the spectrum, I’ve known people who believe the exact opposite. They choose not to say anything negative about the competition…
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!
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?!!!
8 Tips for Overwhelming Your Negativity
Earlier in the week I promised to share an “old school” tactic that I use to overcome negative thoughts and emotions. I’ll start by admitting there is one main thing that affects my attitude. I expect to produce massive results and make a lot of money. At points where I am not producing these giant results, I find myself fighting negative frustrations and emotions. So what is this old school technique? Once I get past the venting stage, I launch a full scale attack and overwhelm “the enemy” with…
Compelling Argument Against Cold Calling
By Jeremy Miller
Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.
Winning with Commodities
There are three ways to win the commoditized sale. Although it sounds simple on paper, putting all three together is a huge challenge…
10 Tips for Guaranteed Sales Success
Check out these 10 tips for guaranteed sales success. Each tip includes a BONUS article!
Find a Way to Make Great Things Happen!
Some people have the idea that positive emotion leads to positive motion. Champions think the exact opposite. They believe…
What’s the Score?
Scoreboards and stack rankings are the name of the game. They let you know whether you are winning or losing. They put you in a position to make adjustments and achieve desired results.
Last week I asked readers to share your thoughts on the subject… as promised, this week I am sharing mine!
Stack Rankings and Scoreboards – Where Do You Stand?
Some sales professionals love the use of stack rankings… others hate them!
What do you think about having individual and team results publicly displayed on a scoreboard?
