We’re all taught to dig for, find and sell to pain. There’s nothing wrong with this approach other than the fact that sometimes we don’t pick our head up and realize sometimes (a lot of times) people buy for pleasure reasons, as well. […]
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 […]
Go through your checklist. It’s as simple as that. We should all have a simple checklist of things we do before every meeting every time. There’s a book called “Checklist Manifesto – How to Get Things Right” by Atul Gawande that talks about the importance of developing checklists and what an impact they have on […]
I was watching the NBA playoffs last week and happened to catch the post-game press conference with the coach of the San Antonio Spurs, Greg Popovich, after his team had lost the first game of the playoffs. For those of you who don’t know, Papovich is notorious for speaking his mind and having little patience […]
Every time this happens to me I swear it will never happen again and then it does. Thankfully it doesn’t happen too frequently (1 or 2 times a year) but when it does it reminds me that no matter how good you are at what you do or how many times you’ve had the conversation, […]
I think the majority of the issues and aggravations we face can be addressed by effective expectation setting. Think about how many problems arise when expectations aren’t set correctly. If you leave the house for work without watching the news and didn’t realize there was an accident that was going to make the commute 2x […]
I’ve come to realize this is one of the most important things to get throughout the sale process with a client and is something most sales reps (including me) let the client slide on far too often. We cold call/e-mail, find the needle in the haystack, get them to meet with us, build rapport, qualify […]
If you’ve read my blog before or followed any of my video tips you probably have heard me talk about selling 15 minutes when prospecting. As a quick review, I don’t sell my product or service when prospecting, it’s impossible. I also don’t sell or ask for “meetings” when I prospect because most of the […]
Really? I don’t care what you think (at least right now). This is how I feel when sales reps send their prospecting e-mails or have their initial discovery calls with me or anyone else for that matter and use the phrase “I think.” I sat through a qualification call the other day with someone who […]
Go through your checklist. It’s as simple as that. We should all have a simple check list of things we do before every meeting every time. There’s a book called “Checklist Manifesto – How to Get Things Right” by Atul Gawande that talks about the importance of developing checklists and what an impact they have […]
