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Selling for Non-Sales People
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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Six Ways to Make Sales Negotiations Less Painful and More Profitable
We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, at this time in history, the demand for our customers’ attention is in intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able...
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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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Are you playing BUSINESS WHACK A MOLE?
NOTE: This is an update to the WHACK-A-MOLE Business Strategy post from several years back. I work with both business owners and their sales teams and individual sellers and I see more WHACK-A-MOLE than ever! Does this title feel ALL too familiar to you? I write this blog as I had an encounter with a...
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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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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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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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Capabilities vs Differences make a big sales difference
Let’s talk about your sales and profit margins. How effective do you think your Sales and/or Marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If you don’t know your conversion...
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the Biggest Problem Holding Back Small Business Sales Teams
Our clients are usually classified as “Small Business” – though I absolutely DESPISE that term. The US economy is POWERED by Small Business! In fact, as of the 2010 census, Small Businesses make up to 99.7% of Employer Firms in this country (a “Small Business” is defined as having less than 500 employees). Yeah –...
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One-Stop-Shop- Is a Terrible Sales Phrase
One phrase that I hear often from sellers and businesses when they describe their offers really makes me cringe. I hear it a lot from sellers trying to paint a broad picture to capture as much potential business as possible. Yeah, I get crunchy when I hear, “We’re a One-Stop-Shop for all your needs.” Yikes....
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