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Advancing the Sale
Swinging for the Fences in Sales Prospecting
The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow up with a prospect 25% of salespeople make a second contact and stop 12% of salespeople only make three contacts and stop Only 10% of salespeople make more than three...
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Sales-lessons-for-Harvard-MBA-students
What would you expect from Ivy League MBA students when it comes to selling? A while back, I had a really cool privilege to offer a sales coaching session to Harvard MBA students! Harvard’s School of Business created an extensive buyer/seller scenario for their students which culminated in a role play where students each took...
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Are you tired of waiting for Buyers to respond?
How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and meetings. It’s frustrating when prospects...
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Questions are the MVP of SELLING
We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen. Don’t “tell”. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a few years ago. As a...
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3 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...
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Winging It in Sales is Expensive and Risky
Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial or walk into a meeting. I’ve...
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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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