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Objections
11Discovery Questions for that First Sales Meeting
I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented – as a verb. From a psychological frame of reference, I try to use “Selling” as often as possible to...
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11Don'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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11Sales 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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11How do stories help you sell more-customers
As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people WANT to listen to us amongst the crowded field of our competition and the thousands of messages...
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11
When is the last time a stranger surprised you? Made you stop in your tracks, jerked you out of your “zone” and piqued your interest? Every once in a GREAT while, I get a cold call from a sales pro that really makes me stop and listen for at least the first minute. The other...
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11Selling in small increments builds buyer trust
Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the sale or NOT closing the...
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11Sell to Real People
If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....
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11sales sherpa
Selling to the small or mid sized business owner? That’s about as easy as pinning Jell-O to a wall, right? Business owners have 4,329 priorities in front of YOU, so how does a Sales Pro sell to the Small and Mid Sized Business? With the sheer volume of opportunities—Small and Mid Sized business owners {SMB}—represent...
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11
Sellers have traditionally focused on buyers’ price and budget as their biggest obstacles. Guess what, your first {and sometimes biggest} hurdle is Time. On any given day, the average person makes thousand of decisions – both consciously and in “auto-pilot” mode. We make over 200 decisions every day just about FOOD! {Pancakes, French Toast, or...
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11
With several Sales Kick Off meetings on the books for this first quarter, we have a lot of “Selling” talk going on in our office as we develop content, slides and breakout sessions. The one thing we’re NOT talking about in our Sales Kick Off meetings: Sales Techniques. Selling has never been about Technique ....
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