Sales Consulting and Services
Undeniable truths about selling. Here you will find a random list of rules derived from years of selling experience. Have one of your own not included here? Let us know and we will add it with proper attribution. Rules are added regularly and in no particular order.
Rubbing your rabbit’s foot, crossing your fingers, and hoping for a sales success – all are poor sales strategies. A strategy based on hope is full of chance, unpredictability, and risk. None of those are good for accomplishing anything. Instead, your sales strategy should be focused, predictable, and planned. Many believe that controlling the sales process is [...]
There is a reason Men’s Warehouse advertises a new sale nearly every day. That reason is too few people wear business suits these days. We all seem to enjoy the more casual dress. Years ago, dress codes were much stricter. Business dress became Business Casual -which means men wore button up dress shirts and sport coats. [...]
In baseball, the fans tend to remember the score of the last game. In sales, your manager tends to forget your last sale, especially if it was some time ago. The pursuit of a sales target always keeps you focused on the next sale and your manager is the best example of that. You may have [...]
When you think deeply about it, trust is a requirement for just about every productive human interaction. Trust plays a significant role in personal relationships, including your spouse, your children, and your friends. Trust also plays a significant role in business relationships, including employees, managers, team mates, coaches, and also in sales. We always want [...]
Today, much selling activity is conducted over the Internet via email, wed sites, and proposals. Some sales people have responded to this growing trend by solely investing in their writing skills. So far though, the evidence still suggests that the better sales person will win. I have seen many proposals that read like novels, but [...]
You’ve seen it, but I hope you haven’t done it – a prospect wants information about your product or solution and you direct them to your web site. Is there something wrong with that approach? Sending your prospects to the web site for information is risky at best and at worst down right crazy. Indeed [...]
There are a lot of smart sales people, maybe you are one of them. You have incredible ideas on how your customers can improve their business. You do a great job building financial justification and political support for your proposals. But, you know giving a person an idea is not as powerful as helping them develop [...]
Ask yourself daily – What am I providing my clients they can’t get anywhere else? If you can’t answer this question your clients won’t be able to either. Here is a big hint, it is not about product information or price. That they can find on the web. If you aren’t unique, you will struggle [...]
Don’t blow it – when they tell you their name, remember it. It is easy when you have scheduled a call, but what about the spontaneous meeting in the hallway, briefing room, restaurant, etc.? Sales people are supposed to be great at remembering names. How do they do it? Well, for many it is like [...]
You may be selling dollar bills for 50 cents, but your prospect needs a pocket full of quarters. The first sales person to recognize this, will get the deal. Here is another view of the same problem. You have a scheduled an hour sales call on a prospect you have been pursuing for months. This guy has [...]
