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Advancing the Sale
The FIRST and WORST Sales Negotiation Mistake
I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made them think –...
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Sales Training Mistakes Costing You Opportunities
Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...
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Avoid missed sales opportunities with current customers
My agile, fit, 71-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a ladder and in the 90 degree Memphis summer heat, cleaned the debris and gunk out of her gutters. The rub came later when she was in the house and tidying...
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Avoid the Sales Email Follow Up Flop
Probably one of the most frustrating scenarios in sales is when you have a conversation or exchange with a prospective customer, follow up with a brilliant email containing a meeting request, information, or pricing, et cetera … and then, NOTHING. Your Follow-Up FLOPPED! • Why didn’t they respond? • Why haven’t they replied? • I...
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Don't just follow up ... Move it Forward
I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly. They’re soundbites that are recurring in most of our training sessions – that after a while, my sellers can repeat them back to me like audience members that know the...
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research and FU - your follow up process is critical in sales
I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a client’s office and discussing his sales process, he wrote on his whiteboard: “Prospecting: *Research *Call/Connect *FU” He immediately realized his abbreviation for “Follow Up” looked like a particularly nasty insult...
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How do you dramatically increase your WIN rates
This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday . . . I did a double take when I read this statistic on Jill Konrath’s blog, citing a piece of research from LinkedIn “Win rates multiply up to 4 times when you are connected...
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Unstick your Pipeline with these 3 Key Questions
Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can be boiled down to...
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turn the conversation from price to value
So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect with clients, more effective ways...
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The power of repetition
Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs she knew – as in...
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