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trust
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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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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When and how do I hire a salesperson
  We run across this situation quite often. You started a business. You hustled. You busted your behind. You earned trust. You demonstrated experience and credibility. You brought in the customers and your business took off. But at a certain point, you spent less time selling and more time “doing” and running the business. At...
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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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Guide to Client Gift Giving_ What NOT to give and 6 Great Ideas they'll love
If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as possible. Inevitably, the talk comes up about To Gift, or Not to Gift customers at this time of year. I have strong opinions about this and it goes like this...
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Be a Conduit and a Connector: BE HELPFUL to prospects, buyers, and customers.
What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the beginning of your relationship because...
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Could you sell to your mother
Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a passionate moment caught up in prospecting, he stated that he “believed he could sell DiscoverOrg to his grandma.” To his GRANDMA! Wow. That’s confidence! It made me think, could I...
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When do you lose customer trust
Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying...
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Buyer, Manipulation, Trust, Prospecting, Differentiation, Buyer Journey, Closing, Leadership, Selling Skills vs Sales Techniques: What you should really invest in to improve results
*Note: This may ruffle your feathers. Good. If you disagree with me, let me know why. When I’m speaking at an event with sales pros, many times veteran sellers will approach me and size me up with these questions, “What techniques do you teach?”, or “What are the hottest new sales techniques?” I cringe inside...
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Buyer, Buyer Journey, Distrust, Credibility, Trust, Personal Emotional Connection, PEC, LinkedIn, Value, Relationship, Authentic, Transparent, Referrals
Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is it because we think they’re...
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