Posts

Don’t Call on Them Until You Know How To Talk to Them

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Not a day goes by in our sales training and coaching business that a client doesn’t approach us with this question, “How do I get to the CEO?” I heard that very question yesterday from a brand new client who sells technology services – traditionally calling on IT managers and CIOs.

Five years ago my advice would have been to craft the message that you wanted to communicate, network to that person, then make a cold call. But I think now all of that is premature.

Because unless you are speaking the language of the CEO – CIO – CMO – C00 – then you will waste your time – and theirs – in making that call.

So my advice to my clients is this: Read more

The Pivotal Concept That Governs All Sales Actions

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Of all the concepts that we teach in our sales development firm, this has had the highest impact on people’s results and confidence.

We start sales training classes with a very simple question: “What is the intent of a salesperson?” Almost everyone misses it. They say:

  • “It’s to sell.”
  • “It’s to get the deal.”
  • “It’s to be credible.”
  • “It’s to make money.”
  • “It’s to make quota.”

Our next response leaves them gasping for air…

Your intent is no longer to go out and get deals. Your intent should be to help the prospect identify, reveal and fix his/her problem, even if he/she decides not to use you to get it fixed. Read more