What is the Goal?

When I ask the entire sales department hierarchy, from the CEO to front line salespeople the question; “What is the goal,” the answers are not the same from everyone.  This can cause a lack of focus and collaboration from everyone trying to work together.

I recently attended a growing your business seminar with Alan Klapmeier as the keynote speaker and he defined personal success as 1) have a lot of fun, 2) make a lot of money and 3) change the world; and if you achieve 2 out of 3 you would be moderately successful.  If you only had one of them, you would have failed.  For instance, making a lot of money, but not having any fun or changing the world would be defined as an unhappy life.

Is that your definition of personal success?  Is there anything missing?  Take time to reflect.  (I will do the same and send an update if I find something.)

Let’s look at incorporating personal success and our professional career as a salesperson or CEO and answer to the question, “What is the Goal?”  [Read more…]

5 Outcomes of a Sales Call or Appointment

Every sales call or appointment ends with one, sometimes more, of these outcomes.  Knowing this will help guide your call and make yours and your prospects invested time more effective.

1)      YES – The best outcome!  You got the sale, closed the deal and the prospect signed the agreement.  Just don’t spend the commission until their check clears.  Now go make another 10 calls with this renewed enthusiasm.  Call on the ‘bigger’ prospects that you have been postponing until the timing is just right.  Now is the time.  Don’t take a break to celebrate when there is still time in the day to sell.  If you keep a journal, which I highly recommend, write this in it and refer back to it when you receive the 20 no’s in a row in the future. [Read more…]

Common Reverses and Softening Statements

  • A lot of people ask that.
  • And
  • And because of that?
  • And if I could do____, what do you see yourself doing at that point?
  • And that would result in…
  • And what you want from me is…
  • And you’re pointing that out because?
  • Boy, I feel stuck. [Read more…]