At the beginning of class I usually ask the question, “What is the goal of your sales call; whether it is on the phone or in person?” I always hear someone say, “I need to educate my prospect.” I replied with “Educate them on what?” They say, “On my products, our services, the company, my experience.” “Is that where you want the focus during the rest of the meeting – on you?” I response. “Well, they need to know what I offer in order for them to buy from me.” They say. “And that’s your goal of the sales call?” “Yes,” they reply. The problem what that is… [Read more…]
Be a Problem Finder!
March 23, 2019 By
See, prospects are buying on value, not price. Salespeople think prospects are buying on price, so the right away selling on price, price, price, and then I go, who’s turning your product into a commodity? Me, the prospect you’re leading with price. So you’re telling me I should buy from them. So if somebody else comes in the door and they’re offering your same product for fifty cents less, you’re telling me I should buy it from them? [Read more…]
VIDEO: Growing Revenue and Increasing Profit
February 3, 2019 By
Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]
Get Outside your Comfort Zone
January 19, 2019 By
In negotiation, the more information you have, the better position you’re in. The greater leverage. Same thing when it comes to sales. Prospects know this so they withhold information, don’t share it with the salesperson, and then they’re in control. The prospects are in control and the salesperson is scrambling. Because the first time they had a conversation with them, there wasn’t enough engagement.
You Can’t Do That!
September 4, 2018 By
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…]
I Can Save You Money!
July 18, 2018 By
Ever have that salesperson call on you. How do they know! They don’t know anything about me. How much I’m spending, why I’m spending it there, what else I’m buying, etc.
It’s insulting to tell someone you can save them money, without knowing any information.
What turns people off the most is assumptive salespeople. These are the salespeople that assume everyone wants their product; and everyone has a problem, and everyone wants to change. It simply is not true. Don’t assume. Ask. [Read more…]
You’re Not Being Tested
February 20, 2018 By
He walked into my office and sat down. I asked him, “How you doing since our last session?” He replied with, “I’m still struggling with confidence. I wish I saw me how others see me. I want to earn their (prospects) respect and when they come into the store, I want them to value working with me. I want to offer them value, so they’ll buy from me.”
I asked him, “What do you think would be of value for them?” He answered with, “The benefits of the machine. What it can do. To show them I know what I’m talking about.”
He obviously had been through the standard, new hire sales training program that emphasis’ features and benefits, with a summary test on product knowledge before releasing them into the wild. This traditional onboarding program gives him great frustration, because he is not making his numbers and the month is closing in 12 days. [Read more…]
What is it going to take to win your business?
October 12, 2017 By
If you must ask, “What is it going to take to win your business?” you have lost the battle. Pack up and go home. You need to and should know the answer to that question BEFORE you submit any proposal.
This is a sign of a desperate salesperson. A person that needs to make quota, save their job, or save the company by making quota. No matter the reason, value and/or profitability are absence from the equation. Plus, you have lost control of the sales process, winning any future negotiations, or selling on value through any referrals.
The sales process is structured in a way to determine and define value. What is most important? What are the reasons for someone to change? What are the risks if someone does not change? [Read more…]
Why Won’t They Return My Call?
May 8, 2016 By
Probably the most asked question when discussing frustrating situations for salespeople. My response is; “Why? Why should they return your call? What’s in it for them?”
You had a conversation with them. They asked you some questions. You asked them some questions. But did you work with them to uncover and discover their reasons to take another step in the sales process towards their desired outcome? Let me stress – their reasons – to continue – not yours.
Prospects are motivated to act based on their reasons, not yours. They are selfish that way. And they should be. They are guarded, cautious, protective, defensive, offensive and skeptical. More importantly, they are cheap, frugal, tight, and prudent. All of which can work towards your advantage, if you position yourself correctly. Let me explain, but first, ask you a question. [Read more…]
The One Word to Stop Using
January 4, 2016 By
One of the services I offer clients is selecting and hiring superstar salespeople. I work with them on weeding through resumes and asking questions during interviews. During one of the interviews, last week, I asked a candidate to describe a superstar salesperson, and they replied with, “someone that is helping customers solve problems.” Is this how you describe a superstar salesperson? [Read more…]
