Process of Change

https://mnsales.com -So you look at a salesperson changing. It’s the same process as a prospect changing. We go through the same process and the first is awareness, so we are scratching our head as individuals, and feel frustrated? Why do I feel like something’s not working like it should? And then we get the second step, which is [Read more…]

When a Prospect Gets Upset

I’m curious. Tell me more. So then you know the salesperson that asks another question and listens for the right followup question, and here’s where these followup questions get more emotional and here’s where the salespeople start backing off. [Read more…]

How to Sell Above the Budget

I’m kinda guessing that when it comes to this decision, that the price or the investment is going to be a factor. Is that safe to say? Yeah, to make sure that I’m talking about the same thing, what kind of budget or range are you looking at?  Because I don’t want to be introducing anything that is higher than that budget.  If I give you something and it’s outside the budget, then it’s gonna feel like I might’ve misled you by sharing something that’s not within the budget. So do you mind sharing me, with kind of the range are you thinking.  And I’m okay with a range. [Read more…]

You Can’t Do That!

http://www.mnsales.com – Watch me. That’s what a prospect is saying when a salesperson says you can’t do that. Or we share our product or service will ‘allow them to’…really, the prospect is saying. You are going to give me permission to do something I want. I need your approval to proceed. [Read more…]

Define: Value!

Value in one of three parts to this equation; Cost minus price equals value. Too often salespeople talk about price, without understanding the cost and consequences of inaction. What’s worst is prospects don’t know them either. Then salespeople talk about solutions. “We have the greatest products on earth,” when the need has not been defined, and the impact of inaction, has not yet been discovered. [Read more…]

Stop and Wonder

Sometimes complacency can be interpreted as comfort or boredom.  This contentment will prevent change (and growth) and inhibit anxiety without exerting much energy.  Some people may welcome the predictability of the day, until something changes around them, outside their control that requires them to act without the skill, knowledge or experience needed to be proactive and able to manage the circumstances that will guarantee a favorable outcome.  Somehow they took a pause on life’s highway while everyone else kept moving.  [Read more…]

I’m Kit Welchlin

http://www.mnsales.com — No I am not. If you know Kit, you know I’m not him, and if you know me, you know I’m not Kit.

Every person is different, and no matter how hard I try to be like Kit, I can only be me. But Kit and I do follow the same process when getting hired and have the same goal, afterwards – to deliver results. [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #303

SHOW NOTES:

This week the “Professor” and I tackle Chapter 3 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic.  [Read more…]

What’s A Perfect Week Look Like?

When I interview salespeople, whether they are an existing employee, or a candidate for a sales position, one of my most resourceful questions is, What’s a perfect week look like for you in your current role?

Often they will tell me “it depends.” This tells me how much of their time they are being proactive or reactive – letting other people determine how they spend their time. [Read more…]

I Was Wrong!

Last week someone came up to me at a networking event and introduction themselves and shared they first heard me present at a chamber event in 2002. I asked them what they remember from that talk, because I may have to walk some of my advice back.

Our market changes everyday and sometimes the advice I gave, is no longer true. [Read more…]