It’s the bottom of the 7th and you’re trailing

December 31, 2015 By

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]

Filed Under: Change, Commitment, Failure, News, Prospecting, Role

This is a No-Brainer Decision

April 29, 2015 By

He walked into my office, sat down and was debriefing the last sales call he went on and expressed some frustration on why they didn’t buy. He explained all the benefits of his product and how low the price is compared to his competitors. He closed his presentation with the statement “this is a no-brainer decision.” Yet he cannot understand why the prospect didn’t buy.

I replied with a simple question, “What are their reasons to buy?” He paused, but couldn’t think of any. He said, “It’s a simple decision. Can’t they see the value?” [Read more…]

Filed Under: Change, Price, Prospecting, Questioning, Technique

Who Defines the Marketplace?

January 22, 2015 By

Remember your first day at a new company? Maybe you started the company and were so excited you can hardly sleep. There was an unstoppable ambition fueled by a desire to succeed. Do you still have that desire? What changed?

A successful life is built on a daily commitment to optimism. Optimism has two parts. The first is maintaining a hopeful outlook before a decision is made; the other is dwelling on the most positive aspects of a decision afterwards. With all the life changes we experience, voluntary and involuntary, we must be optimistic. [Read more…]

Filed Under: Beliefs, Change, Commitment, Hiring, Prospecting, Questioning, Technique

The Most Important Question You Could Ask a Prospect

December 1, 2014 By

Seems like the greatest competition we face is not another company targeting our prospects in a shared marketplace, rather prospects deciding to do nothing or to take on doing the task themselves.  Unfortunately, untrained salespeople that love to talk and demonstrate how much they know originate the option of doing it yourself (DIY) in the prospects mind.  This does a strong disservice to them, because the salesperson is suppose to know more than them, so they get hired.  Or the salesperson makes the buying process (i.e. making the prospect chose from too many different options) so difficult to understand, the prospect’s frustration cause them to stall in moving forward with the project. [Read more…]

Filed Under: Beliefs, Featured, Prospecting, Questioning, Technique

7 Assumptions – Which Ones to Make and Others to Avoid

June 24, 2014 By

We define our reality of a situation based on our past experiences, judgments, internal beliefs and bias. All mixed together and weighed differently, we create our perception. No two realities are the same.

But is our perception of reality true? It’s real? Yes. No one can take away your reality. But what’s real, may not be true. That is the questions we need to consider as we encounter new situations.

Below is a list of assumptions that may be part of our reality, and should be given a second thought to determine if they are true. Be conscious of them as we engage with others.

1) Prospect will only buy from me if I have the lowest price. If the prospect is making their decision on the lowest price, and not dealing in commodities, they are probably not talking to a salesperson, they are probably buying off the Internet. Salespeople add value to the purchasing process. And that is a benefit salespeople often forget when fighting a prospect on price. Prospects mask their vulnerability and lack of knowledge by putting up a front of buying on price. Prospect are guarded and their own skepticism and misconceptions prevent them from being open-minded and learning more about what makes a product different and the impact of that difference to them. [Read more…]

Filed Under: Beliefs, Change, Price, Prospecting, Questioning, Technique

Who Knows More About the Problem

April 12, 2014 By

Last week’s post, Whose Eggs are They? (https://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson.  Below is the comment with my reply.  If you’d like to comment, I welcome your perspective.

“I would recommend just a bit of twist on this analogy to really make it stick.  I think the comment of “we have to help our customers find their eggs” is just a slight bit off.  I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us!  It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way.  I also would not start with the consequences for not buying from me.  I would start with connecting with the customer so they know and understand that I am competent and that I have character.  Once this is established, they will trust me and as we all know, you have nothing without trust.  My two cents!”  – Rob

Thanks Rob for your comment and sharing your perspective.  With your two cents, I see two areas I’d like to touch on.  And thank you again for submitting your comment.  I’m grateful and welcome your response. [Read more…]

Filed Under: Beliefs, News, Price, Prospecting, Questioning

What Makes You Think I Need Your Help?

December 11, 2013 By

There are two types of answers prospects will give a salesperson.  One will position them in the best light, which means they will not share their ‘warts’ or problems with you.  Tough to work with anyone that is not completely honest with you.  The other one is when they are upfront about the challenges and struggles they are facing.  The one the prospect uses is decided by the way the salesperson positions themselves at the beginning of the conversation. [Read more…]

Filed Under: Cold Calling, Prospecting, Questioning, Rapport, Technique

FOCUS: Think Inside the Box.

July 10, 2013 By

How many times have you heard the saying, “Think outside the box?” I have to weigh in on a different perspective after hearing it recently and giving it some thought. After all perspective determines our truth and our truth is what we believe. Those beliefs influence our actions that deliver the met or unmet results and outcomes.

My proposal to you is that you consider; “Thinking inside the box.” Here is what I mean. Inside the box is defined by a set boundaries or walls. These walls are made up of rules that define the space inside and out. Within the box offers the freedom of creativity, and a specific focus. [Read more…]

Filed Under: Beliefs, Change, Prospecting, Questioning, Technique

Top 7 Mistakes Salespeople Make on LinkedIn

July 8, 2013 By

LinkedIn is like most business tools and sales techniques.  They are only as good as you use them.  And they want to be used.

Below are the top mistakes salespeople make when attempting to build credibility and demonstrate their professional commitment to their sales career, employers, clients and the marketplace.  All are possible with the free version of LinkedIn and you can start applying them today.

Attend our Workshop on Thursday, April 24th at the Better Business Bureau from 8:30 to Noon.  For more information  → CLICK HERE [Read more…]

Filed Under: Change, Cold Calling, Prospecting

Why Now?

June 17, 2013 By

It is common knowledge that people buy emotionally and justify the purchase intellectually.  And people will buy based in their reasons, not the salespersons; which is why you will want to focus your conversations on them, rather than yourself.

Rule #1 in sales is; “It’s about them.”  It is about their needs and wants, not what you have and offer.  When you focus on them, you will ask more questions, while you focus on listening.  You will let them talk and tell you their story.  People love to talk about themselves.  Let them be the storyteller, again, while you listen. [Read more…]

Filed Under: Beliefs, Change, Cold Calling, Prospecting, Questioning, Rapport, Technique
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