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Communication
Sales Fails in Emails - Stop the Ugly Sales Tactics
My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a #SalesFail. A case study of what NOT to do...
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Here’s a short and simple thought for you to contemplate this week. You thought you knew the answer to this question. Your company may have trained you on this. You may have thought the answer was obvious. But that was “before” this bastard pandemic forced us into a hurried change in how, where, and WHY...
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Making the transition from FIELD SALES to Work At Home Inside Sales
So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...
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Selling and SERVING customers during times of crisis (COVID-19)
If you’re feeling like the world has turned upside down, or that we’re living inside an episode of The Twilight Zone, you’re not alone. Every day of these past few weeks has brought new, strange, and scary uncertainty with the arrival of the COVID-19 pandemic that is running rampant worldwide. We’re not only facing a...
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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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erase these selling mistakes that are 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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Disrupt Buyer Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
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Winging It 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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missed sales opportunities
My agile, fit, 70-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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Selling IS Service
If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills … that really stinks. Maybe we should have a talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales team and you’re looking...
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