For those of you who have been following me for a while you know that I tend to train and write about tips, nuggets, and ideas that you can apply immediately to see results. This is the way I approach learning: similar to the agile development process of small improvements, testing, and adjustments. With that, […]
Category: Closing
Make Time To Think
As sales professionals with quotas, prospects, clients, meetings, administrative work, and follow up activities, we rarely get a chance — or take the chance — to stop and think about what we’re doing. If we did we might see the ways in which our approach could improve or might recognize when it’s time to move […]
Let Me Know
There are a lot of things that we put into our emails and calls that trigger them to be deleted or not responded to by the prospect. Some of the common issues are that the message is too general, there’s no real value in it for the client, they’re way too long, they’re all about […]
The Best Way to
Explain Your Value Prop
I see reps struggle with this all the time at every stage of the sale process. They struggle articulating or explaining their value when prospecting, demoing, presenting, handling objections, closing, all of it. A main reason for this challenge is based on how we’re typically trained to deliver our value prop or our “pitch.” As […]
How to Turn
Core Sales Performers
Into Top Performers
I’ll be speaking at the upcoming Digital Growth Conference with a good friend of mine, Ralph Barsi, on the topic of How to Turn Core Performers into Top Performers. This has always been the front-line manager’s biggest challenge and should be one of their top goals as a manger. The “Distribution of Talent” or “Vitality […]
Guiding Principle #3: Set High but Attainable Goals and Tell People About Them
Goal setting is one of the more boring topics to discuss but it is also one of the more important things you can do for yourself in your life and your career. The best sales professionals in the world set daily, weekly, monthly, annual and life-long goals. They also write them down and tell people […]
Why I Love Talking to Strangers
My parents always told me to never talk to strangers when I was growing up, and now I tell my 5-year-old daughter the same thing. It’s good advice for kids but now that I’m all grown, I take the opposite approach. Now, I love talking to strangers – and for multiple reasons. […]
Stop Giving Away the Farm
We are ‘givers’ in sales. We give and give and give and expect one very big ‘get’ in return at the end which usually comes in the form of a signed contract. The problem is that by giving everything away and not getting much in return throughout the process we’re effectively conditioning our clients to […]
It’s not over until it’s over
I saw a story this past weekend that made me laugh and cringe all at the same time. A runner in fairly prestigious 10k race this weekend in Atlanta started celebrating a little too early and ended up losing the race to someone who didn’t take anything for granted and fought until the very end. […]
Always Be Closing. Really?
Yes! As brutal as Blake (Alec Baldwin) was in his Glenngary Glen Ross speech he was right. You should always be closing. The question is how and for what? When most people think about closing they think about asking for the order. This is obvious although you’d be amazed at how often we see even […]
