While I love the movie “Glengarry Glen Ross” I disagree that you should Always Be Closing (ABC). Instead, there are times when you simply need to ask an honest question and get an honest answer. I was reminded of this while reading “Brain Dump: 167 Tips & Tricks from a Six-Figure Sales Prospecting Legend” (citation …
This is simply a great article so I am going to reproduce it here but please jump over to The Sales Blog to read more wisdom. I especially appreciate number 8 – Monday mornings are great for saying, “Thank you for your business!” as it sets the tone for the entire week. I did add …
Password management is challenging, even for famous magicians. Teller, of Penn & Teller, tries to conjure a viable system. In sales, a good memory is not just remembering passwords but also is remembering facts about your products, your company, and your competitors – AND your prospect. It also doesn’t hurt to remember the names …
Green Eggs and Ham makes clear that although sales professionals often catch a lot heat about their expediency, greed, and a whole host of other vices, it actually takes a person with a well-developed character to be successful in that role. Here are five lessons to keep your team patient, persistent, productive and proud to sell …
When you are in front of a prospect, your job is to completely understand his or her world. Don’t just assume that you will be told everything that you need. A professional Trapper salesperson is looking to understand the lay of the land. Where are the game trails? What other competitors are in play? All of these skills are important – even reading upside down.
Read More Reading upside down – are you twisted or do you have a sales skill
SCUBA divers prepare more fully for the dive than most salespeople prepare for the sales call. SCUBA diving is a popular hobby and sport. It allows the diver to see a beautiful world under the water filled with fabulously decorated plants and animals. While the environment is beautiful, it can be dangerous if the SCUBA …
Is it unethical to change the configuration of a solution to ensure that a customer has a greater chance to be a success?
Read More Is it unethical to change the configuration? Dilbert thinks so!
You may not have won the deal. It is possible that your competition lost the deal.