We’ve all seen list after list of things we need to do to increase our sales in 2012. Here is my list of 7 things salespeople should NOT do: 1. Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time [...]
We don’t pay enough attention to our sales process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. I contend if we want to change our sales results, need to change our sales process. One definition of insanity is continuing to do the same [...]
As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. And, of course, I at one time was in the world of sales as a salesperson and manager. I’ve observed countless selling situations. I won’t go so far to say “I’ve seen it all,” but [...]
You just uncovered what you think is some amazing sales intelligence that will help you close a major sale with a customer you’ve longed to do business with. The sales intelligence came to you from a very credible source and you know you can leverage it. Have you ever been in this situation, only to [...]
The key to increasing your closing ratio is to have multiple closing techniques. Why are some salespeople successful at turning the rejection into a sale? For many it’s as simple as having 3-5 closing techniques they feel very comfortable using. Too many salespeople are so afraid of closing that they only have one or maybe [...]
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