Customers are becoming increasingly distrustful of sales people. I’ve written about this before. Why? Because everyone is a skeptic…especially in today’s world of MASSIVE access to information. They just don’t believe you, and won’t until they have decided for themselves that what you are selling can do what is needed to solve a problem they […]
Nothing is more frustrating than putting all of your effort into sales activities to close a deal, only to get to the close date find out your deal is dead. The frustration is on MANY levels…including the folks who are reporting the business. It’s management’s job to forecast the business. Forecasting deals is the center […]
Don’t Go It AloneTake individual risk out of the equation by selling in your territory from a franchisee’s point of view. Successful franchises have a solid support structure. The franchisor (the company you sell for) does all the testing, makes the costly up-front mistakes, takes the risks, and establishes the marketplace. Today, dynamic relations between the franchisee and […]
Prospecting With any sales role, you need action in order to build, progress and close your pipeline. When the pipe disappears…so do you. Level set yourself…remind yourself that you don’t deserve anything…so…go get what you want. Take action. Massive action. Prospecting and building your pipe to bursting so you need to close deals to bleed pressure.
Take a look at the makeup of your sales team. Do you think they are Sellers? Do you know what a Seller is? Seems like an obvious question, but when you peel it back, you realize that there are a lot of roles within “sales” that don’t really amount to selling. This is especially true in large […]
I’m often reminded that the business of selling is less about common sense than it is about process. From the outside looking in, bad process is obvious…but when you are smack dab in the middle of it, it can be hard to even SEE the right thing, let alone make a decision to address it. […]