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I am sure you have heard that expression, “It’s not personal, it’s business!” When it comes to sales I have a strong argument in favor of that statement, as well as one against it. Listen to the last episode of Mindset Week to hear how I can defend...
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On this very special episode I have Richard Smith from Refract.ai on with me and we discuss a follow up to the Watching Film Episode (#9). We discuss why sales people don’t like receiving or asking for feedback, if sales professionals ...
Professional athletes, actors, and performers all do it. But most people salespeople don’t. And so many sales managers miss the opportunity to utilize it for the team’s success...
Why does the truth hurt, especially when its feedback about our sales effectiveness? We have been talking about mindset all week and how your mind will try and protect you. That is what you are feeling when someone gives you constructive feedback – a perceived attack on your survival...
Most sales people think they are open to new experiences and change. They say they are willing to learn new things to be successful. But my experiences do not corroborate with that. I have seen a lot of people enter...
Ever find yourself being chased by a sabretooth tiger while trying to make a sale? Of course not, but it sure might feel like it at times. This is an amazing time in the history of mankind to be alive. We have so little to truly be afraid of, and so much to be thankful for ...
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There is a Zig Ziglar quote that provides one of the professional and personal guideposts for my life. If you are in sales, or thinking about a sales career, and your goal is to be successful long term, then you must be of service to others through not just what you sell, but how you sell. When you help enough other people get what they want by providing solutions to their needs and problems, you will get rewarded.
What gets you out of bed each day and pushes you to be successful in sales? What will closing more sales mean to you and provide for you? You cannot have a long career in sales without having a reason or goal that is pushing you through the downs to get to the ups. I cover the reasons why a WHY is so important, as well as the basic guidelines that I suggest when focusing on your WHY. Get your Vision Board ready!
No one likes laundry, so don’t give your prospects a Laundry List. While it’s important to set the right expectations and put your prospect’s mind at ease about your sales process, fight the temptation to break it down to every detail. In this episode I cover why it can be a deal killer and how to know if you lost your deal because of your Laundry List.
The key to building trust with your prospects is setting the right expectations. It must be an extension of the marketing that led the prospect to you, whether its an ad, a letter, or your website. It’s important that as a sales person you know what story marketing is tell people, so you can continue that conversation.