One of the biggest mistakes salespeople make is believing their job is to convince someone to buy their solution. Customers need to know you understand them before they can trust what you recommend. What are they trying to accomplish? What's getting in the way? Which...
As a rookie salesperson, I was under the impression that I had to convince my client that my products and services were the best. Why? Because that's what Digital Equipment Corporation taught me in nine months of sales training. The goal was to differentiate ourselves...
Every business needs profit. Without it, companies can't continue, employees lose their jobs, and clients lose valuable products and services. Profit isn't a bad thing. It's essential. What happens when profit becomes the purpose instead of the result? That one...
As Americans celebrate our 250th anniversary of Independence, we reflect on the freedoms we enjoy. In sales, however, we don't always feel free. Let me explain . . . Earlier in my sales career, I was trained in a sales process that I was to use no matter what the...
Salespeople often don’t realize that they are pressuring the client to buy. Why is that? Most likely, because you assume that the way you want to communicate is also how the client prefers to communicate. We automatically default on our own preferences - that’s our...
Over and over again in my career as a salesperson and sales manager, I’ve experienced what has separated the great from the mediocre. It’s all about connection. Connection Must Be Developed Connection doesn’t magically happen by asking the right questions and getting...
Relationship selling isn’t about being liked. It’s about making your clients feel understood. This takes great focus and discipline—coming from an orange personality who loves to be center stage. Too many salespeople confuse friendliness with connection. They show up...
The end of the year is always stressful in the sales world. Closing last-minute orders and tying up loose ends can be energizing. But reaching out to those customers that promised to get back to you and then went radio silent hits us differently. But, now it’s the new...
As the year starts to wind down, many sales leaders have three concerns about meeting their annual sales goals. When I was a sales manager, my biggest priority was making sure that everyone on my team finished the year strong. If they made their sales goals, I would...