It’s Q4, and time to set budgets and sales goals for 2019. One recent trend I’ve seen in many organizations is the grave mistake of using stretch goals as the target. This is a mistake on several levels. Many sales leaders believe that the best way to motivate performance from Read more…
It’s time to detach from the traditional sales way of thinking. You know what I’m talking about. The “Always Be Closing” mentality. It’s time sales organizations abandon the “what have you done for me lately” micro-management garbage that’s unfortunately still ever so common in many sales organizations. New methods and Read more…
Throughout my 15 year sales career, I’ve had the privilege of working for several successful sales companies–both as an outside sales rep and as a sales manager. Each company had their own sales process. Often times, these sales processes were complicated and as a manager, it was expected of me Read more…
Do your customers love you? The success to any business is to have great customer retention. Unfortunately, companies sometimes get caught-up in the numbers and the bottom line instead of focusing their efforts on developing their people.
Although there have been drastic changes and improvements through technology to make our sales lives “easier”, we still deal with people. And people build and develop relationships.
Here are 3 simple ways to make your customers love you: (more…)
As January comes to an end, how are you doing with your 2018 New Years’ Resolutions? Did you give up already? If you’re off to a good start in keeping your resolutions, then you’re only 8% of the people who keep their resolutions. We all have good intentions, but let’s Read more…
Communication is an instrumental part in our life. But we just don’t communicate with our mouth. Active listening is necessary on how effective we communicate—not only in sales but also in life. Even though our ears are capable of picking up so many words, our brain doesn’t necessarily process all Read more…
You just finished a meeting with your customer. You asked for their business. And the customer responds with—MAYBE. Sigh. How you interpret that maybe is up to you. Let’s be honest, most sales professionals interpret a MAYBE for a yes.
It’s important to remember that there are only two responses: Yes or No. In fact, NO is my second favorite answer in sales. It’s the “Maybe’s” that cause a lot of heartache and frustration for sales professionals—not to mention the time wasted with unnecessary follow-up. (more…)
First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.
Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”
Here are some suggestions:
Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.
For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché “Activity drives results!” No it doesn’t. The right activity drives results!
If sales professionals were not hitting their numbers the solution was COLD CALLING. So what’s cold calling? Let’s look further: (more…)
These 7 words kill GROWTH. You’ve probably heard someone say this at some point in your career. Hearing these words makes me cringe like the sound of a fork scraping on plate. Unfortunately, many companies embrace this philosophy. Companies may not come right out and say these words, but they say it in different ways. I call this the “Fishbowl Syndrome.”
A goldfish will only grow to the size of its environment, right? No. That’s a MYTH. Here’s what really happens. (more…)