First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full … Continue reading
Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, sales training is exactly what is needed! But not always. So, how do you decide? Well, before any training can be affective, you first need … Continue reading
Don’t think just sending out a bunch of emails is going to generate any leads, especially when you forget the most important part of the email is the first 10 words and the title. Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. This means people are making a decision to open or not open based … Continue reading
Salespeople call me all the time saying how they’re struggling because their price is too high. When I ask them why they think their price is too high, they say something like how they know they could close more sales if their price was lower. When I challenge them more, they then say how customers tell them the reason they didn’t buy from them was their price was too high. Sorry, but I think these are excuses. When customers say … Continue reading
Best way to ensure the week goes well is by starting the week off with a celebration. First thing you should do at the start of each week is to celebrate a success from the previous week. This morning and each Monday from now on, review a great sale from the week before or review the list of new prospects you generated last week. Whatever it is, review it and celebrate it! If you’re reading this and you’re a sales … Continue reading
Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers. Your selling skills can be refined to ensure you’re not causing damage you never intended. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation … Continue reading
I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more. Here’s another one: If we had a decent CRM system, then I know I could track leads better. You can insert almost anything you want into the “if … then” scenario, and … Continue reading
When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp … Continue reading