Comments for Eliminate Your Competition http://www.thetrapper.com A Trapper’s Guide to Increasing Your Commission Thu, 14 Mar 2024 17:35:37 +0000 hourly 1 https://wordpress.org/?v=6.9.4 Comment on The Power of Decision Timelines in Streamlining Sales Processes by Keep Your Client’s Outcomes in Mind When Creating Decision Timelines http://www.thetrapper.com/2024/03/14/the-power-of-decision-timelines-in-streamlining-sales-processes/#comment-4523 Thu, 14 Mar 2024 17:35:37 +0000 https://www.thetrapper.com/?p=6932#comment-4523 […] I talk about Decision Timelines much more in my book, Eliminate Your Competition, and in my blog supporting that book, The Trapper. […]

]]> Comment on Don’t Sell Your Product Before You Sell Yourself by Staying Top of Mind: The Power of Sharing Industry Insights with Customers and Prospects – Eliminate Your Competition http://www.thetrapper.com/2019/03/06/dont-sell-your-product-before-you-sell-yourself/#comment-4435 Mon, 25 Sep 2023 11:44:12 +0000 http://www.thetrapper.com/?p=1041#comment-4435 […] regularly discuss that there are three things that each salesperson sells to every […]

]]> Comment on There Is No Single Decision Maker In Enterprise Sales by Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively. http://www.thetrapper.com/2020/07/11/there-is-no-single-decision-maker-in-enterprise-sales/#comment-4407 Mon, 28 Aug 2023 01:32:58 +0000 http://www.thetrapper.com/?p=1327#comment-4407 […] lay the foundation, it’s essential to grasp that today’s corporations are not simplistic entities with a lone decision-making authority. I spend time explaining this in my book Eliminate Your Competition and in the blog posts […]

]]> Comment on The 5 Basic Sales Strategies – part 2 of 5 – Flanking by How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy – New Sales Expert http://www.thetrapper.com/2019/07/16/the-5-basic-sales-strategies-part-2-of-5-flanking/#comment-4341 Mon, 20 Mar 2023 13:15:09 +0000 http://www.thetrapper.com/?p=1086#comment-4341 […] businesses can use five basic sales strategies to win more sales. These include Frontal, Flanking, Fragment, Defend, and Develop Strategies. The Frontal Strategy involves going head-to-head with […]

]]> Comment on The 5 Basic Sales Strategies – part 1 of 5 – Frontal by How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy – New Sales Expert http://www.thetrapper.com/2019/07/15/the-5-basic-sales-strategies-part-1-of-5-frontal/#comment-4340 Mon, 20 Mar 2023 13:07:17 +0000 http://www.thetrapper.com/?p=1082#comment-4340 […] businesses can use five basic sales strategies to win more sales. These include Frontal, Flanking, Fragment, Defend, and Develop Strategies. The Frontal Strategy involves going […]

]]> Comment on The 5 Basic Sales Strategies – part 3 of 5 – Fragment by How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy – New Sales Expert http://www.thetrapper.com/2019/07/17/the-5-basic-sales-strategies-part-3-of-5-fragment/#comment-4339 Mon, 20 Mar 2023 13:03:12 +0000 http://www.thetrapper.com/?p=1094#comment-4339 […] approach small businesses can take is implementing the Fragment Sales Strategy. This approach is advantageous when small companies find themselves in David vs. Goliath-type sales […]

]]> Comment on Give Yourself A Trophy For Big Wins by Happy New Year! – New Sales Expert http://www.thetrapper.com/2020/06/02/give-yourself-a-trophy-for-big-wins/#comment-4334 Sun, 12 Mar 2023 16:17:44 +0000 http://www.thetrapper.com/?p=1282#comment-4334 […] Continue reading about personal motivation in Sales… […]

]]> Comment on Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota by Holly Kasnetz http://www.thetrapper.com/2021/06/29/curiosity-may-not-kill-the-cat-but-it-definitely-kills-your-quota/#comment-4302 Fri, 13 Jan 2023 02:03:48 +0000 http://www.thetrapper.com/?p=2277#comment-4302 Thanks for the post. I initially found your page by searching ‘how/why quotas kill great sales people’ I’m considered a sales leader in my organization but I consistently find that sales is a listening business- NOT a talking business. Customer’s everyday struggle with problems that we can solve if we stop talking about ourselves or our products and instead be curious by asking some form of the “the 5 questions”:
what are the challenges you are facing
how long have you been struggling with xyz
what have you tried to fix xyz
what do you think xyz is costing you
what would it mean to you to solve xyz
… your message was spot on- you are building a relationship with your client. When you are interested in them, they will reciprocate. When you’re not, there is no room for trust to root. In long sales cycles sales people are often held to an unrealistic and demotivating quota. It kills the relationship b/c the client feels you’re primary goal is to “sell them something” instead of “helpign them solve a problem”. Unrealistic quotas can create fear leading to burned out employees and customers. Removing the “quota” demand may empower salespeople to genuinely invest in their careers and to produce the customer loyalty most organizations can only dream of. This seems like a ‘Captain Obvious” statement.
Thanks again for the post.

]]> Comment on 10 Reasons Why Top Salespeople Are Successful by November 2022 Newsletter: Drive New Sales In Your Company – New Sales Expert http://www.thetrapper.com/2022/07/11/10-reasons-why-top-salespeople-are-successful/#comment-4297 Thu, 10 Nov 2022 20:36:22 +0000 http://www.thetrapper.com/?p=3704#comment-4297 […] Click here to continue reading… […]

]]> Comment on Marketing And Sales Is Like Football by October Newsletter: Drive New Sales In Your Company – New Sales Expert http://www.thetrapper.com/2021/11/11/marketing-and-sales-is-like-football/#comment-4296 Sun, 23 Oct 2022 19:49:06 +0000 http://www.thetrapper.com/?p=2550#comment-4296 […] this analogy sounds interesting to you, I hope that you will click the button below to learn more about how football strategy aligns well with sales […]

]]> Comment on Give Yourself A Trophy For Big Wins by Determining Your Company’s Sales Objectives Each Year – New Sales Expert http://www.thetrapper.com/2020/06/02/give-yourself-a-trophy-for-big-wins/#comment-4294 Tue, 18 Oct 2022 11:59:38 +0000 http://www.thetrapper.com/?p=1282#comment-4294 […] I have an entire article dedicated to rewarding the big and little successes of the sales team. You can check it out here. […]

]]> Comment on Do’s And Don’ts For Your Sales Kickoff by September Newsletter: Drive New Sales At Your Company – New Sales Expert http://www.thetrapper.com/2018/10/17/dos-and-donts-for-your-sales-kickoff/#comment-4293 Wed, 14 Sep 2022 12:46:32 +0000 http://www.thetrapper.com/?p=942#comment-4293 […] Continue reading… […]

]]>