As good as a qualification process is, none are perfect, and as a result, we do at times end up in meetings that could have waited or completely passed on. Many sales people bitch and moan about the lost time, and while that may feel good it doesn’t change things. But there are steps you an take to make some of these meetings have value to you moving forward, it comes down to what you can learn and apply back … Continue reading
Believe it or not, voice mail has been around since the late 1970’s, and for all the advances mankind has made since then, voice mail still seems to puzzle and cripple the success of many B2B sales people. Further, it seems that some sales people don’t want to figure it out and master it for sales success, to borrow a term from a recent commercial, they see voice mail as “an enigma wrapped up in a conundrum“. But it doesn’t … Continue reading
Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like … Continue reading
While curiosity may have killed the cat, a lack of curiosity will kill sales, every time. Yet with all the expectations placed on sellers these days, most don’t feel they have the luxury to be curios, or worse, the don’t have the need to be curious, they have their talk track, and they feel they have all they need to know. Looking at the latter first, unfortunately it is still very common to see sales people pitch and preach, spray … Continue reading
Is it just me or are others finding that they’re getting more and more brazen sales solicitations of various kinds from their new “friends,” “followers,” and “connections” than in the past? It seems that when I friend or follow or connect with someone I’m far more likely now than in the past to get a direct message or inmail or email thanking me for following and “as a special gift” they offer me a super duper deal on their services … Continue reading
Sales like other groups have certain common words, reference points and symbols. They use them to communicate facts and concepts both to the tribe and to their buyers. The challenge is that often these words or symbols are often quiet subjective and open to broad interpretation, unless the seller defines the term. If they don’t which is usually the case, it opens the door to miscommunications, and missed sales. Take the word value, I challenge you read one brochure or … Continue reading
The coincidence of timing: My friend Dan Waldschmidt published a post yesterday on why words matter. After reading my post on how words a misused, I’d encourage you read Dan’s to see how words should be used. What words do you use to describe yourself and your products and services? Are there words you intentionally try to keep out the mind of your prospects or clients? Do you use euphemisms instead of plain English when making a presentation in order to … Continue reading
Those of you who have read the book I co-wrote about Trigger Events, are familiar with the Selective Perception. A simple concept of how once you train the mind to look for specific things it will be much more selective in seeing those things. So if you know that a certain event paves the way for something positive for your sales success, you will selectively look for people experiencing that event; a promotion leading to a predictable change in suppliers, … Continue reading
