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When we think about the sales process, one of the key steps is usually described as ‘overcoming objections’. It seems obvious what this means to most of us — it is a not-so-subtle reminder to be ready for the prospect to present reasons why they should not buy your...
As a business owner or sales manager, you face the unique responsibility of challenging and motivating your sales team to achieve necessary business goals, without demotivating or disorienting them as you drive forward. The biggest mistake many sales leaders make is...
Even if you are part of a sales team, your individual performance is what generates income for you and your company. It is the actions you take that allow you to make connections with prospects, effectively qualify opportunities, and close deals. Most sales...
In my office, there is a sign that says: “Do not try to teach a cat to dance. It doesn’t work, and it annoys the cat.” Mind you I love cats, but that sign serves as a reminder to me that there are some customers that are not good for my business. Trying to work with...
Is your business thriving in these tough economic times? If not, do you know why not? (If you’re saying, “It’s the economy, [stupid],” please read on.) The answers I keep hearing from business owners fall into two categories: Those that have pulled back, reduced their...
Networking event hosts often use good, if not great food and drink (alcoholic, that is) to attract a crowd. Not a bad strategy if you are the host… However, if your survival as a company or individual depends on sales, here’s my advice: Don’t eat, drink or “sell” at...
