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Sales Tools
sales role play is awkward
No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring at you – thinking, “glad...
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Sales Onboarding and training are backwards
Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of melting down, going off course...
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Try this successful sales strategy lather rinse repeat
Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions. “For best results, Lather, Rinse, Repeat” This was actually one of my super successful sales mantras when I was a sales account executive in Television, Commercial Print, and Flexible Office Space....
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Use Disruption in your Sales Messaging
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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WHO DO YOU HIRE to sell
With the age of the internet, we’ve all become self-diagnosing doctors with medical degrees from “Google”, right? We are able to search out our symptoms and try to self-medicate, self-prescribe . . . maybe even self-destruct. When we finally seek out medical help we’ve either worked ourselves into a tizzy about the “worst case scenario” possibilities...
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Sellers should send that happy thanksgiving email
We’re very close to Thanksgiving and all those Holiday traditions that signal the slowdown of business and preparation for the next year. I know you’re thinking Cranberry Sauce and Mashed Potatoes but hold up – there’s still some really important work to do! This time of year, I’m usually writing about year-end strategies to keep...
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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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THERE ARE NO MAGIC SALES BEANS
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...
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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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Be Wary of GROSS Sales Advice
Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is very strong and I give it freely – as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with you. There is...
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