Almost isn’t good enough. If you almost got the job that really means you didn’t make the final cut. If you almost won first place that really means you ended up losing. If you almost finished the job that means you really left your mission incomplete. If you almost care that really means you don’t care at all. If you’ve almost did the right thing that really means you ended up doing the wrong thing. If you have almost made … Continue reading
Ask any group of sales people what they want to achieve with their buyers, and a vast majority will tell you they want to build rapport and establish a “relationship” with buyers. It seems like the Politically Correct thing to say, sounds nice, sounds safe, and frankly sounds easy; all the ingredients that the 80% are looking for. Now don’t get me wrong, having a relationship with your buyers and customers is important, but when measured in results and revenue, … Continue reading
People change their mind. People you don’t want to change, change their mind. You’ve been there before. You are negotiating a complex business deal and moving point-by-point to get the person on the other side of the table to sign off on the components of the deal. “Does that work for you?” you find yourself asking. And with a nod and a handshake you find yourself standing up from the table with a successful deal negotiated. Only later you … Continue reading
One common objection sales people face when making prospecting calls, is when the potentially prospect says “now is not the right time”. While timing is important, and understanding how specific triggers can help improve your timing, the fact remains that perfecting your timing will only help you in a very (very very) small way, in a very narrow part of you potential prospect segment. Here is why. Timing is only important with two buyer groups, Passive, those who have realized … Continue reading
It takes emotional courage to say “no” when “maybe” or “we’ll see” leaves you the wiggle room to avoid immediate confrontation. It takes emotional courage to be kind when pointing out the flaws of your opponent will make you gratified right now. It takes emotional courage to be professional and candid when passion aggression and situational dishonesty allow to you solve symptoms instead of addressing the uncomfortable underlying issues. It takes emotional courage to smile and and ask someone else … Continue reading
We all get frustrated. We all have things that “push our buttons”. That send us into a rage. And reality is that it’s not one set of “things” that does it. It’s a bunch of them in a lot of different little places. Some of those frustrations are caused by stress in the office. Others are caused by poor personal relationships, bad financial decisions, and unrealized life goals. Together, this “life baggage” creates feelings of helplessness that can seem to … Continue reading
Tweet Think about the pile of business cards on your desk, of people that you’ve never really connected with, and certainly have never provided value for. Then think about the number of people who you could be adding to your network; people who could really be enlightened by you and discover your depth (or lack of it). Networking is a non-negotiable in sales. You just aren’t doing it right! Join me on Tuesday, May 15 at 11am or 3pm EST for my … Continue reading
If you’re a basketball or hockey fan, you are (should be) enjoying the playoffs. For the most part the level of play, intensity and excitement of the game is at its highest level (most of the time). Every play counts, it is do or die time, and it brings out the best in players. Some players have made a career out of being clutch playoff players, think of “Mr. October”, Reggie Jackson, and others who have distinguished themselves with their … Continue reading
