Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?  Why now?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

You Don’t Need to Educate Your Prospects

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…]

Whose Easter Eggs are They

Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly.  Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church.  The parents were ready with eggs filled with candy, dollar bills and small gifts.  They would have to wake up before the kids so they could hide the eggs in the backyard.  All was ready and off to bed the parents went.

The next morning the parents awoke before the children and quietly snuck out to the backyard.  They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence.  They counted 24 the night before and all were placed for the kids to hunt for and discover. [Read more…]

When They Say NO!

Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [Read more…]

Be a Problem Finder!

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


Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]

Get Outside your Comfort Zone

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.

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…]

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…]