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Last week I shared examples of actions I’ve taken to help win deals. Now I’m going to share some of the dumb things I’ve done that caused me to lose deals. Keep these things far away from your sales process Read More

They say, “A picture is worth a thousand words,” so a demo must be worth at least 2,500 words or more! Right?

Buyer challenges are becoming more complex. Demonstrating the solution is an effective way to “show” how you can address those challenges. But in today’s sales environment, putting a demo in the hands of the wrong sales people is like an updated version of the old feature/benefit – put me to sleep – death where is thy sting – type of sale Read More

“Nope, it ain’t all ’bout how charmin’ y’all are!”

You smile great! You shake hands great! You dress great! You groom great! You talk great! You listen great! You’re responsible, reliable, responsive and there’s nobody wouldn’t jump to buy what you have to sell. You are irresistible!

But that — the selling part of selling — only gets you halfway there Read More

You crank out more phone calls than you can count. You do everything possible just to get an appointment. What do you do when someone finally shows you some buying signs?

Too many sales people take the approach of, “I’m still waiting to hear back… they promised to call me when they are ready to move forward.”

Are you kidding me?!!!

I’m going to share two examples from my own personal sales experiences. These are things that I’m constantly working to improve upon. I hope these points help you win more deals Read More

I’ve seen hiring managers try to scare interview candidates out of the job… telling them about the high volume phone and activity requirements.

Without fail, it’s like the sales person takes it as a challenge. Whether it’s true or not, the sales person usually says something like.. Read More

Requests are more of an art than a science. It’s one of the most important skills to selling – to be able to ask for something and get buy-in from someone else.

The more often you think about what’s important to others, the easier it will be to get what you want – regardless if it’s new business, a date, or just some time to yourself to lounge on the coach. Always ask for what you want by positioning your request as an opportunity for another Read More

Sales people often see objections as red flags, and they just can’t help but react. There are entire programs on dealing with objections, handling objections, deflecting objections, embracing objections, the list goes on…

Most of these programs attempt to help sales people “deal” with objections by teaching them what to say, what to do, or how to avoid them. I recommend a different approach… Take objections to the EDGE Read More

A mentor once taught me, “Sometimes you just have to let things play out.” The message immediately clicked with me. It ranks among the best pieces of leadership advice I have ever received.. Read More

Think prospects understand your message? Try this!

Even if you’re selling a new social media techie tool, make your “elevator speech” so simple that your grandmother could understand it Read More

People always talk about networking, building connections, follow-up, etc. Check out this step-by-step formula for building a powerful business network Read More