Sales Strategy
How to Know which Approach in Sales is Best? Aggressive or Passive?
The end of the year is near. Will you make your goals for this year? If you have doubts, do you feel the pressure mounting? Most salespeople do. The problem is we might get too aggressive with our customers and prospects. Will we offer a last minute “Hail Mary”...
How Accurate is your Pipeline Forecast?
It’s the end of the quarter and what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not and when will they happen? I believe a robust pipeline is the key to success 99% of the time. It is the lifeline...
How to be a Successful Sales Consultant
What is the role of a sales consultant? There are two types. Later we’ll talk about when and why you should hire a sales consultant to help you improve your sales operation. But today we’ll talk about the salesperson, sales representative or sales consultant. Let me...
Four Sales Training Tips to Use Again and Again
Sales training is critical to your sales team’s success. Yet specific training is typically forgotten in less than a month and less than 20% is ever utilized. Why is that? Aren’t these skills critical for your team’s success? Sales training is like learning a foreign...
Should I Sit Back and Wait?
Should I sit back and wait? You’re making calls to build your pipeline as we all persevere through the COVID-19 pandemic. Yet what your prospects are telling you, “we’re re-evaluating our business right now due to the pandemic. Why don’t you touch base with us in...
How to Create Customer Urgency
Have you ever been here? It’s the end of the year and you have several customers straddling the fence on committing to buy. You know that the good ole end of year “only” discount strategy can certainly be approved, but is there a better approach? Does the customer...
The Benefits of a Robust Sales Pipeline
The science in selling comes down to a pretty straight forward formula. The bigger your pipeline, the better chances of success. A Robust Pipeline = Predictability + Power + Profit. The foundation of building a pipeline is about blocking out the time and being...
Objection! Leading the Customer
Would lawyers make great salespeople? Well let’s think about it. Are they good at asking questions? Absolutely. Just watch a good trial lawyer ask the witness some questions. They lead them down the path they want while the opposing lawyer interrupts with “objection,...
How You Buy
It’s known in sales that people buy emotionally and then back their decision with logic. Isn’t it funny though, that when clients have objections, they’re usually logical? Your price is too high. I don’t like the way the contract is worded. The specifications aren’t...