HOW TO BUILD AN AUTHENTIC BUSINESS RELATIONSHIPSo much is said and written about the need to “connect with” and to build relationships with our Buyers. Urban Sales legend tells us that upon entering an office, to look at the pictures on the wall, perhaps find a university degree or something that connects you to the [...]
CHASERSWe Sellers talk too much! And, you can look it up!How many of us have experienced that awkward silence following a suggested solution to a problem and the Buyer looks at us like we just landed from Mars? We thought the idea was the greatest ever but we’re just left hanging. When a Seller experiences [...]
HIGH SCHOOL COACHES DO ITAND WE SHOULD, TOOI use video-tape role-play during Sales Training the way high school and college coaches use film – back in the day – and video when working with their athletes. Video allows the Trainer/Sales Manager/Seller to: Capture what’s happening Analyze what’s happening. Prescribe what needs to change.You can also [...]
WHAT KIND OF QUESTIONSYOU USING ANYWAY?Sales is a “race to need.” The quicker we understand what the Buyer needs, the easier our job becomes. So, how do we determine what our Buyers need? We ask questions. There are two (2) types of questions: Open-ended – which invite an “expansive” response. Close-ended – which result in [...]
THE NATURE OF CHANGEORWHY ARE WE SO DIFFICULT?The biggest problem I face going into a Sales Training session is “push-back” from the participants. Common responses include: “Why do I need training?” “This is going to take me out of the field for two (2) days!” “I’m the leading Seller on the staff!” [...]
PERFECT WORLD INDEXIn a perfect sales world, Sellers are, well, perfect. Talk about expectations! So, how do we evaluate the effectiveness of Sellers? What is the measuring stick? Most managers evaluate success solely by the revenue we generate. But, its one thing to look at the results. It is quite another to prepare ourselves and [...]
THE FLOATING LETTERWe’re in cold-call mode. We need to start “dialing for dollars.” So, we head to the phone and start punching.But, wait! Making a “naked phone call” is like breaking and entering. We Interrupt someone we don’t know – we’re certainly not invited. And, we want their money! Who created this system of cold-calling? [...]
SO, WHAT’S NEXT?It’s amazing how often I hear Sellers complain that they get strung-along by Buyers – partners have to talk to other partners; spouses have to talk to spouses; committees need talk to committees. The Seller doesn’t know how to proceed and the sales momentum peters out – a “sales black-hole” is created.But, the [...]
WITH A LITTLE HELP FROM MY FRIENDSImagine a sales world where you are a welcome guest. A world where the Buyer waits for your call with great anticipation. A world in which the Buyer knows you’re going to call because they invited your inquiry.So, why don’t more Sellers do more to make this imaginary world [...]
WHY AIRLINE PILOTS PRACTICEWas sitting on a United 777 in Denver during a snow-storm wondering whether I would make it home in time for that much-desired next-morning golf game. A United pilot was my seat-mate and after determining the odds of departure, we talked about his day spent in an aircraft simulator. He told me [...]
