You may have worked at companies where you had 4-6 different “stages” of a new sales opportunity… This pretty much holds true for every company I’ve ever worked for. What I can tell you is that those stages do not relate to the phase of a sales cycle! Stages are for tracking purposes only. However, … Continue reading The Only 3 Phases of a Sales Cycle
Because I know you don’t want to waste time, here’s the short answer… Processes & Challenges The actually sales techniques that you use in each transaction are identical (solve a problem), but the problems that you solve and how many hoops you jump through are usually different. Let’s compare… Small Business / Single Customer The … Continue reading What’s The Difference Between Inside Sales & Field Sales?
“How you treat one person is how you treat everyone.” You might have heard that saying before. If not, you’ve surely heard the golden rule… “Treat people how you would like to be treated.” These are not just cute little sayings, but this is your reality! And not just because of the mystical laws of … Continue reading You’re In the People Business, So Act Like It
Every sales trainer and their mother has a different way of handling customer objections. It would seem as though all you have to do is use their amazing formula or word track and the customers will just become putty in your hands! And speaking from experience…that can actually work. 🙂 However, what you need to … Continue reading The Truth About Handling Objection The No Sales Trainer Wants to Tell You
You don’t like a pushy salesperson, right? You don’t like being told what to do, right? You don’t like feeling backed into a corner, right? I realize those questions are leading, and by even reading those questions you might have gotten a little defensive, perhaps thinking “where is this going?” You probably feel like I’m … Continue reading Why Controlling a Prospect Leads to Lost Deals
The hardest part about gaining new customers is getting that initial interest. The sales process, closing, follow up, that stuff honestly doesn’t require a lot of skill to work at a mediocre level. But prospecting, cold marketing, trying to find the right customers and spark that initial interest can be incredibly difficult. So what do … Continue reading Is Trickery Acceptable in Business Today? Answers Vary…
First of all, I stole the first part of that subject line from a work colleague (Karen W), and I liked it so much I decided to tell a story about productivity. Before I do, I was inspired to tell this tale because there is a big difference between being busy and getting things done! … Continue reading Motion vs Progress…a Story About Productivity
You’ve probably heard the saying “People buy from salespeople they like and trust.” And this can totally be true! But that alone doesn’t get you the sale. How many prospects have you built a great relationship with that never bought from you? Or better, out of those people that liked you and never bought from … Continue reading Sales is All About Relationships, Right? WRONG!
You might have heard the phrase “You get what you negotiate.” This is 100% true! If you don’t ask, you don’t get. Nobody is just going to give you extra value because they are nice people…even if they are nice people. But there’s still a major issue with using the old, outdated negotiation tactics that … Continue reading Is Negotiation a Waste of Time in 2022?
Objections to salespeople are like a woman’s desires to men… 99% of us have no idea what to do! Luckily, there are some basics that every salesperson can learn that will help them better serve their customers and close more deals! And I’m going to attempt to shed some light on this oh-so-elusive skill of … Continue reading Handle Objections Like a Master Chef Handles Raw Meat! (gloves required)
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