As sales people and leaders, we have an interesting relationship with failure. We are in an intensely competitive profession. Our customers are and should be evaluating alternatives. In any buying decision, there will only be one supplier selected, with the others losing. As good as any of us are, we all fail! Like any other […]
Sales Activities
Considerations When Planning Team Incentives
When planning a team incentive for your direct sales consultants it is important to consider many criteria. With careful planning you can accomplish what you set out to do without breaking the bank. For more information listen to the full version of this broadcast on the Cash Flow Show – Home Business Radio or read the Cash […]
Prospecting Differentiation
We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Unfortunately, our efforts at differentiation tend to focus on the wrong thing: we focus on us, ourselves, our companies, what we sell. This leads our prospecting conversations to discussions […]
Are You Selling What You Can Sell or Selling What You Need to Sell?
Most sales people I meet are genuinely busy. They are trying to meet new customers, find new deals, qualify them, move them to closure. It seems to be almost a badge of honor when I speak to sales people, to proclaim the long hours and hard work. Sometimes, they proudly proclaim, “I’m selling everything I […]
Too Busy to Do What We Know is Right
The sales team knew the sales process helped improve the results they produced—they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew he was supposed to coach his people. He knew that coaching was the most effective way to improve performance and […]
4 No-Fail Ways to Increase Your Sales Through AI
Artificial Intelligence is all over the world today. We come across it daily during our hustles as we search for different things on Google, music players selecting our next music, and even when purchasing goods online. For marketers, AI is vital since it helps increase revenues, grow sales, and personalize customer experiences. With AI at […]
Changing the Questions
We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why. Most modern selling programs talk about the importance of questions, but too often they focus on […]
Selling IS a Service
It seems the world is migrating to an “As A Service” model. Every day one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not new. We’ve had various subscription, rent, lease capabilities for at least decades, if not centuries. The application of this model […]
Time to Double Down?
If your business is like the majority of organizations in the U.S., things have been pretty good. Sales have been more plentiful and come a little easier. In fact, if you’re having any trouble at all, it’s hiring and keeping the right employees to serve all of that business. Many businesses experienced one of their […]
The Secret: How to Get to Yes
How to get to yes more often is actually a pretty simple formula. While good sales reps understand that no is the path to a yes, we all love to hear yeses more often. This system will boost your number of yeses so that you can increase sales and make more money working from home. […]
