Archive | Sales & Marketing

Your Pipeline Could Be Fuller

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I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There’s no way to slide into loads of profit without some […]

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Recruit Your Way to the Top!

A sales manager’s primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. While there’s no perfect system that can guarantee you’ll hire the right person every time, there are fundamental […]

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Unselling What You Just Sold

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When the buyer gives a buying signal, close the sale and leave. It’s simple, yet we as salespeople allow our egos and our pride to get in the way. Let me share two rules I have regarding sales presentations. They’re not complicated rules, but many times are overlooked.

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Why Buyers Don’t Like Salespeople

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Buyers don’t want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don’t even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play — the role of helping identify the problems, […]

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The Unpaid Consultant

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Whether you are a car salesman, a financial advisor, a copier rep, a lawyer, or a plumber, customers can get what you sell from dozens of other people who offer the same thing. In a me-too world, good advice – ideas that help customers to make better decisions – trumps, by a wide margin, the […]

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How to Build Trust and Rapport Quickly

If you’re working hard, but aren’t consistently generating enough sales and getting referrals… chances are it’s a matter of trust! Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is […]

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Your Buyer is Smarter than You

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As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches: Be yourself, be professional, and be engaged in genuinely wanting to help the buyer and their company. If you can’t do these things, then you shouldn’t be selling. If you are not sure if you’re already doing these […]

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