This is the time of year you get a request from your boss to choose target accounts you will sell in the upcoming year. To avoid this becoming a very haphazard exercise, here are few steps to speed the process along. Not everyone is prospect for your product or service. Believe it, or not, some… Read more »
“Winging it” is a bad idea
We’ve all heard the guy with the scripted presentation. No matter what you say, he has a canned reply. It is sooo obvious. I suggest you try something similar yet different. To be clear, a scripted sales call is literally what you say in the conversation. They are effectively used in call centers selling vacations and aluminum… Read more »
Hunting Season Is Upon Us!
There seems to be confusion around the definition of “hunting” for new business. We all know a “hunter” typically finds new customers. What about hunting within our current customer base for new business? Let me begin by saying that when helping clients find a new sales rep we come across few true ““hunters”. In fact,… Read more »
Fire that CUSTOMER!
I recently wrote about firing prospects that consume way too much time and never buy anything. This time we’ll deal with customers that, while they may buy a lot, are just too demanding to warrant keeping them. Here are some warning signs to watch for and then some steps to take to Fire that Customer!… Read more »
You’re Fired! (not just for The Apprentice)
One of the things we continue to impress upon our coaching clients is how to qualify prospects. More succinctly; how do you know when to fire a prospect? Undoubtedly, this is our most difficult decision. When do you tell a prospect; you’re fired! Here are some tell-tale signs that will help you make that decision…. Read more »
Woody Allen was right!
Woody Allen is quoted as saying “80% of success is showing up”. I get it; we are all busy and time is a precious resource. Nonetheless, we must remember to stay connected with customers and friends. The past two weeks have been crazy busy. Apparently, all those who lost my phone number found it again…. Read more »
Good grief, can you just shut up?
Have you ever encountered a salesperson who didn’t know when to stop talking? It happened to me again recently. I wanted to buy a new small laptop. You know, one of those super lightweight models. I stopped by a kiosk in a mall and engaged a young salesman in conversation. I began by saying “I’m… Read more »
“I don’t have time” is a lame excuse.
When we’re coaching salespeople, they often tell us “I just never seem to have enough time.” Sales managers complain that their sales team members don’t spend enough time selling; they spend too much time in the office. Salespeople complain about being asked to do so many administrative duties that they don’t have time to sell…. Read more »
“Check In” Calls Make You Sound Dumb
My most hated phrase: “Hi Mark, this is Sam from XYZ Company. I just wanted to check in…yada, yada, yada”. Or, the equally dumb variation “I just wanted to touch base…” The translation should be “I really have no good reason to call you, I’m hoping you’re going to tell me you want to buy… Read more »
Score and Rank Your Sales Leads
There’s a pile of sales leads from your last trade show or marketing event sitting on your desk. Your sales manager continues to ask you for a progress report and you try to avoid telling him you haven’t done anything with the leads. Any of this sound familiar? This can be a relatively simple process… Read more »
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