Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources. The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating for the specific behaviours salespeople ... Read More
The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic. People generally describe it as a means to manage client expectations, but it’s really a fear that the organization won’t be able to deliver precisely what the client wants, so the salesperson is forced to downplay the ... Read More
Effective sales depends on building deep relationships with your customers. Intimate relationships. Trusting relationships. Long term relationships. Mutual benefit relationships. Cherished relationships. Memorable relationships. “Gaspworthy” relationships. The end game is to establish such a strong bond with a customer they will never EVER think of doing business with someone else. Customer intimacy results in barriers ... Read More
Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year. 1. Not having a specific quota plan that is ... Read More
Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. Sales training is a strategic issue; it should always be ... Read More
My assistant burst into my office with a horrified look on her face! The General Manager of one of our premier hotel clients in Vancouver was on the line and wanted to speak with me IMMEDIATELY. My EA warned me that he was going ballistic. Apparently we had somehow put his entire communications network out ... Read More
The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal. The sales rep is thinking “I’ve got this one.” But, ... Read More
Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. 1. Understand the strategy of the organization intimately. If you don’t understand what the strategy means in terms of what products, services and solutions need to ... Read More
The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ... Read More
My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality. How do you do it? First let’s ... Read More
People always ask me how salespeople can stand out from the crowd. Here are the ten critical steps you need to take: 1. Ask yourself the question “How can I do this differently?” Just having the subject top of mind will lead you in the right direction. Ask yourself this question every day! 2. Purge ... Read More
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