Separating the Best from the Rest

Given the exact same number and quality of leads, what separates the sales reps who close the most deals, from the lesser-performing reps? Listen up.  Here are three essential things that will separate a salesperson from 90% of the competition: Shut up. If you are speaking with a prospect, never talk when they are talking. Even if they … Read more

The Sales Slump

It happens.  You’re flying high closing multiple deals every month or quarter and then, wham.  Nothing.  Goose egg.  Not one sale.  What happened?  Well, the obvious first place to look is at yourself. Review your processes. Doing anything different? Listen to your calls if you record them. Have you been prospecting enough to keep your … Read more

Don’t Be A Mind Reader

I once had prospect who I thought would buy within a month.  After the presentation, she asked about pricing and requested a written quote and contract.  However, during the presentation she also mentioned that they had a ton of projects going on, but ours looked good.  I think I somewhat disregarded the part about the … Read more

It Ain’t About You

I had a sales rep cold call me the other day.  She started with, “Hi Louie, this is Lorraine Thompson.  Did I catch you at a bad time?”  I said, “Well, I’m eating lunch.”  She continued without missing a beat.  “That sounds good.  I’m really hungry too.  Here at my company, we blah, blah, blah.”  … Read more

I Don’t Sell Anything

It’s true. I have never grabbed someone’s hand, or keyboard, and made them authorize a sale.  They do that all on their own.  And therein lies the art of sales.  Your prospect must believe it is in their best interest to purchase your product and approve whatever order form or contract you have given them. … Read more

A Delicate Balance.

Over the years, my view of bringing in customers on a monthly or quarterly basis, and how it affects customer satisfaction, have evolved.  I’ve had the opportunity to look at delivering sales results from both the sales rep’s and sales manager’s point of view. The sales rep wants to grow his/her income, be the top … Read more

Sales Management: Week 16 – 21 Disciplines

Disciplines: 16 of 21 – Rules rule. Nothing helps keep the peace better in a sales team than sales rules.  These are sales rules that are followed regardless of the outcome.  I don’t care if your rule states that if you don’t call a customer in 30 days you lose it and that account belongs … Read more

Sales Management: Week 15 – 21 Disciplines

Disciplines: 15 of 21 – Teach them to draw…the lines. Business is a two-way street.  You obviously want to sell as much of your product as possible.  When your customer purchases your product they are, hopefully, purchasing it to fill a need within their company.  At that point they probably need you as much as … Read more

Sales Management: Week 14 – 21 Disciplines

Disciplines: 14 of 21 – Make them see themselves as equals. My first sales job out of college was an IT recruiter.  I was very envious of the people I was recruiting because they were getting good job offers and being courted every day by people like me.  I put them on an imaginary pedestal.  … Read more