Not sure what got into me…but during a sales call recently, I spouted, rambled, and opined. All to the detriment of the outcome. I was tedious for the listener. I lost the deal, but I hope you can learn something from it. When communicating with another (as we do every hour in sales), the message […]
–RUMI Every day, a sales professional is faced with danger–not physical danger–emotional danger. Think about it. Fear of rejction. Fear of loss of deals. Fear of non-acceptance. You can discount these feelings, but that only serves to make them more paralyzing. So what? How do you change? Move through them. We’ve always taught that the […]
Have an upfront understanding prior to a sales call. I’ve been called on by a lot of sales people over the years. And few–very few–ever tell me what the call is going to look like. They never send an agenda upfront–they never tell me the process they’ll use–they never tell me what the outcome could […]
“Oh, Bill, we don’t sell at our accounting firm. We prefer to wait until the phone rings with referrals. Besides, selling is so unprofessional.” Believe it or not, I actually heard that once–from a CPA. Can you feel the fear in his voice? Absurd I know, but talk to some young attorneys or accountants today–or […]
Received this success story from a reader who is a medical sales exec. He had just read an article I published on the 5 Mistakes Sales People Make. His lesson was from mistake #1–Shut Up And Listen. “I attended a trade show recently where I worked our booth for several days. I flatter myself as […]
I voted for him, but I’ve never quite seen someone so inept at communicating to people. His poll ratings reflect that–more than they do policy questions. If he’d have been in my seminar in January in DC and had asked me how to handle the Port deal (Dubai World Ports), here would have been my […]
[STAY BEHIND THE PROSPECT] This is part two of many, on Rules we use in our trainnig with business-to-business sales teams. ==================================================================================== This means to be slightly less positive than your prospect. This might go against everything you’ve heard about professional sales….”be enthusiastic…it’s contagious.” I don’t find that to be the case. If you’re going […]
This is from my very own Trainer Rule Book. Over the next few days, I’ll give you some of the rules we teach our clients who ask us to help them grow their business. [NEVER COERCE PEOPLE PSYCHOLOGICALLY.] Our freedom is most dear to us. When you, as a sales professional, begin to encroach on […]
As a trainer I get these questions all the time: How do I make a cold call? Should I be making cold calls in the first place? Do cold calls work? I must be honest–I hate ’em. But if you must make cold calls here are some tips I gave to a client last week […]