It’s darn tough to get through to anyone these days. People have become really good at ignoring what we want to tell them.
I hear this all the time from all kinds of businesspeople and salespeople. Emails don’t work. Calls don’t work. Social media doesn’t work. Nothing works!
But I had an experience this week that reminded me that communication does work when it’s something people want, it’s a little different, and it’s from someone they know.
[Read more…]
Often when we’re talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. But that is not reality.
When you’re selling you are a steward of a buying process. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy.
[Read more…]
I got some unsettling feedback a few weeks ago. I was told I was a “Brainiac”. I want to help you avoid the same fate.
At first, I thought it was a compliment. It sounded rather flattering. OK I think I would like to be know as that. But then the next part of the feedback came. “And the client said he had no idea what you were talking about.” Uh oh!
[Read more…]
I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling.
I’ve gotten to the point in this project where I need to start building a list of prospects. I need some quick wins in this project, so I’m looking for ways to leverage companies my client has spoken to before. To find these types of companies I’ve been fishing around in my client’s CRM.
[Read more…]
Those who do not remember the past are condemned to repeat it. George Santayana, American philosopher (1863-1952)
I’m working on a new sales project, and I need some quick wins.
One instinct in this situation is to jump in and start prospecting without wasting any time. But I like to figure out which direction I need to point before I go running off.
[Read more…]
I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the sales world.
To remind you of the story so far. I am taking over a sales territory from a salesperson that has recently left the client’s company. I am looking for some quick wins in this situation as this will help keep the project going. I have been looking through the “old dusty files” to see if the previous salesperson left any qualified opportunities that could be quickly closed.
[Read more…]