Very few of the sales people I have encountered enjoying walking away from a deal. As a result, they end up working a potential deal for an extended period of time only to have it fall apart. Here are 11 warning signs that that indicate it might be time to walk away from a deal. 1. Your prospect gives you excuses such as, “We haven’t got to it yet” or “We’re still considering your proposal” or “We’re still thinking about … Continue reading
This year’s Masters Tournament has proved to be one of the more interesting ones in my opinion. Of course, with sales being my passion, I naturally looked to see how I could connect the tournament to selling. Here are three sales lessons I learned during this year’s Masters Tourament. BTW: I am not going to discuss concepts such as practise, hard work, getting up early and working late. You already know those concepts are important. Young Kids Can Compete Fourteen-year-old … Continue reading
A sales rep recently expressed his frustration about an account he had been trying to penetrate. He had exhausted every tactic in his toolbox to convince the prospect to buy but everything was met with resistance and negativity. After speaking with him for a few minutes it became evident that the sales rep was an optimist (aka an influencer). He told stories, name-dropped, and amped up his level of enthusiasm in order to convince the prospect to take action. Unfortunately, … Continue reading
Back in mid-December I conducted a sales training workshop for a new client at their conference in Las Vegas. During my visit to Sin City, I had the good fortune of driving a sports car at Exotics Racing. The track was 1.2 miles (1.9 km) long and it included an 1800 foot (548 m) straightaway and seven different turns ranging in tightness and difficulty. And, you could choose from 13 different exotic cars. I chose a Ferrari F430 F1 … Continue reading
I am often contacted by people seeking advice, and in most cases, I am more than willing to provide a few words of feedback to help with a particular problem. In some situations, I will ask someone in my network to also provide their insight especially if it is a problem I can’t help with. However, one thing surprises me. The majority of people requesting the advice seldom say please and even fewer say thank-you. [...] You can read original … Continue reading
“You got to know when to hold ‘em and know when to fold ‘em Know when to walk away and know when to run” These lyrics from Kenny Roger’s “The Gambler” are very appropriate for sales people. Far too often sales people chase a low value lead that will never pan out. Or, they continue negotiating with a prospect whose primary concern is winning and paying the absolute lowest price. [...] You can read original article Here! Copyright and Property … Continue reading
Very few sales people are actually taught how to start their sales pitch (aka presentation, meeting, call, appointment, etc.) so they do what comes naturally. Usually, that means they start by talking about their company or their offering (see yesterday’s post). But there is much more effective way to start a sales pitch. The most effective and powerful way to open a sales pitch is to focus on your prospect. [...] You can read original article Here! Copyright and Property … Continue reading
“Tell me about your company.” Ever hear those words when meeting a new prospect for the first time? Many sales people believe this statement presents a golden opportunity to launch into a pitch about their company, their products/services, how they do business, etc. In some cases, they drone on for 5, 10 or even 15 minutes all the while the prospect is wondering, “What can you do for me?” The meeting often ends with the prospect saying, “Thanks, we’ll get … Continue reading