Most Sales Professionals Work very hard at hitting their sales numbers Spend time with some prospects that do not turn into business Think that it is to be expected Invest time in networking with less results than expected Want to do better and can but may not know exactly what strategy to use And have strong desire to be more successful Do This Short Exercise-6 Easy Steps Please take the time to go through the following exercise and you will have an amazing discovery that wi

Sunday Morning It was early morning. I was sitting at the dining room table, the house was quiet and I am having a cup of coffee, thinking about what I want to get done this week. A Review of The Past A number of years ago I would get frustrated with all I needed to do, the amount of time I had available, and not be exhausted by the end of the day. At the time there never seemed to be enough time in the day. Things would come up which seemingly needed my attention. I found m

My client asked me to sit in on a sales call. Five minutes into the meeting I watched the sales person lose the opportunity. Guess Why How many sales have you lost because you just talked too much? How many people have you turned off because you talked too much? The Golden Rule: If you want to engage people it is better to be interested than to be interesting? The Golden Rule: If you are interested in hearing what you have to say you may be with a group of people and still be

My client asked me to sit in on a sales call. Five minutes into the meeting I watched the sales person lose the opportunity. Guess Why. How many sales have you lost because you just talked too much? How many people have you turned off because you talked too much? The Golden Rule: If you want to engage people it is better to be interested than to be interesting? The Golden Rule: If you are interested in hearing what you have to say you may be with a group of people and still b

I have never believed in New Year’s resolutions only because it smacks of doing a course correction once a year which we know just doesn’t make sense. Especially, if you want to increase your sales, increase your market share. Or, increase your close ratio and shorten your sales cycle. All too many times for those that say,” I am going to do X, Y and Z and I’m not going to do A, B and C in the New Year” often find in a very short period of time doing exactly what they did the

How Can it Really Help You..... Close more profitable sales Close sales based on a value proposition and not price Have a high close ratio An efficient sales process To achieve the above one must be Sales Single Minded. But what does that mean? To be sales single minded is to be dedicated to and be on purpose. The purpose can be to thoroughly qualify or disqualify opportunity before considering making a presentation. And, no matter how hard the prospect pushes for a presentat

I learned a client had been following up on a number of proposals he had submitted to companies in the hopes of making a sale and getting their business and having a successful day. When he followed up on the proposal he was told, “We don’t have a Budget for the project.” As I examined the situation I asked myself why anyone would go through the effort to Create a request for proposals Send the request for proposals to a group of selected companies Accept the bids and the fo

Getting Past the Gate Keeper Based on a survey I conducted, a number of years ago, I learned the average receptionist in an average company receives between one hundred to two hundred calls in a day. The Unsung Hero I learned from asking many receptionists that almost no one person ever took the time to find out their name or exchange any type of pleasantry. The receptionist has a difficult job of directing calls, putting people on hold, getting back to them, taking messages