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Communication
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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Sales Leaders, Who Are YOUR Most Important Customers
A while back I was in Washington DC giving a spectacular talk on Personality as a Seller’s Competitive Advantage. Along with my co-host of The SellOut Show, Dianna Geairn, we were invited to speak to the Institute for Excellence in Sales (IES) membership audience and as a mutually beneficial perk, the day before our early...
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Are you a sorry sales guest
Being vocal, visible, and putting your business out there on the internet and social media invites a lot of attention from people selling things. Being that I have made my living, my profession, and my business from selling products and solutions, I am actually quite receptive to sales calls. (Beware, however, as you’ll see, if...
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Don't fold at this buyer pushback
It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word. “Naive” maybe? Of course, they already use someone else. Their need doesn’t usually fall into YOUR lap unless you’re strictly an inbound rep responding to inquiries or leads – which...
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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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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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Design a Fantastic Sales Meeting
“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved into sessions...
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Small Business Sales Fails
This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change so that you can compete with your online retail competition. Two weeks ago I started the process to try to make and buy custom t-shirts for my volleyball team. I...
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Ditch this terrible sales advice
Part of understanding the negative feelings out there about sellers is reconciling the fact that much of the sales advice out there preaches manipulative and controlling sales practices that leave customers skittish, untrusting, and gun-shy about sellers’ intentions. Which is why buyers don’t return our calls, shrug off our emails, and work hard to ignore...
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