What? What about the benefits of my products! It surpasses 100,000 double rubs, it fits perfectly into the configuration you need, EVEN the price is right! But is the need NOW or later? Are you there at the right time of the buying cycle? Don't believe me? Then believe your fellow sales colleagues. I am doing a report on the state of the industry from the sales person's perspective and guess what the number one [...]
I'm coaching a great sales person right now. She sells contract product mainly to hospitality and commercial designers. So she is taking my e-course Powering up Your Sales NOW! and had this response when I checked in with her and asked how she was doing? She said she was getting a little frustrated. That it took so much less time making appointments by just calling, showing up and showing product. She said this is taking so [...]
Those who achieved or surpassed their goals...Bravo! Those who didn't, it's not too late to stop focusing on speculating why you didn't and just do something about it to change the outcome, permanently! I teach sales people an approach to selling to meet the challenges of today's marketplace. The old way of "pushing" product, by dumping product in front of a client, talking about how wonderful these products are and leaving it up to them to [...]
I know it's almost cliche to talk about goals for a New Year, but here's why I still do it. It works...it's a new year, new start and usually new sales year. So why fight it? Instead, let's do it! I am still hearing from so many salespeople they don't write their goals down and are still focusing most of their presentation on the product instead of really asking those great qualifying questions to get to [...]
According to the Bureau of Labor Statistics there were 5 million job openings on the last business day of January 2015, the highest level since January 2001. That's great for the economy, but unfortunately, it has just the opposite effect on sales managers. Sales jobs are a dime a dozen these days, and a quick search through indeed.com confirms this. Currently, there are more than 340,000 openings under the title of sales representatives, with more than [...]
