Sales Training To Grow People. And Grow Businesses
From the category archives:
In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find [...]
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I’m in a Starbucks right now. I don’t drink coffee, but the person I’m meeting does, so here we are. For breakfast I ordered Starbuck’s PERFECT oatmeal. I don’t know exactly how long they’ve had it on the menu; I think it was new in late summer. I’ve had it 8 or 10 times now. [...]
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This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople:
I GOT THE VERBAL!
You got the verbal? You got nothing.
If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip:
IT’S NOTHING UNTIL IT’S SOMETHING.
Deals [...]
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I recently spoke at a women’s sales conference, The Sales SheBang (www.salesshebang.com). It was my first time participating and only the 2nd year for this conference. What an awesome event!
The 3-day event started with an expert summit. The presenters and a few invited guests were given time to present on a subject where they have [...]
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If your product is that good, why do you seem so desperate to sell it to me? Did you ever think that conversation was going on in your prospect’s head?
You see, we get in trouble here for bringing politics into our posts. But with the action in Washington right now, it’s hard not to use [...]
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I have four kids. Their ages are: 6, 4 ½, 3, and 1 ½. If you’re looking to relax in peace and quiet, stay outside of a 50-mile radius of my house. I love my kids dearly. One of the attributes I love most about these little munchkins is their pure, unadulterated, naked curiosity.
My [...]
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How many times has a prospect called and said, “Hey, I need somebody to call me back with a price on (fill in the blank)”? And how many times have you been the “somebody” that has to call them back? If you’re like most sales professionals, you already know that the conversation might be over [...]
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I was working with a client yesterday on knowing “what next?” with their prospects and clients. It’s a huge part of controlling the sales process.
What we discovered is that my client is clear about what they THINK is going to happen, but they haven’t shared it with their customer!
How do you know if you’re all [...]
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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]
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I know we have a large number of readers to this blog that are also account executives/sales professionals, so you’re welcome to read this and apply it to yourself.
I can’t tell you how many phone calls we get from sales managers/CEOs who complain that their people just can’t communicate the value of their products, and [...]
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