JAN
16
0

Want my advice about sales? Here are some tips you can take to the bank!

Stumble. Fall. Get up. Repeat. This is the way we learn valuable lessons in life. A career in sales is no different. My sales career has spanned the pre-internet era to present day. Change is constant. Increased transparency has brought sunlight to the buyer-seller relationship. Knowledge, creativity, and collaborative skills are in demand.     To my friends, clients, professional peers, college graduates, and people transitioning in their career I offer this advice about the sales profession; The best sales jobs are the ones that have high quality people in sales management positions. Let's discuss what you should look for when considering a position in sales, customer service or a call center.  If the most attractive part of a new sales job offer is the income potential, you are using the wrong metric. People, purpose, professional development, and culture must be factored in. If you have gone more than six months...
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0
  625 Hits
625 Hits
NOV
30
2

"Let me think it over." Turn this stall into a sale

There are 3 guarantees in the life of a salesperson: Death Taxes Having a prospect say; “ Let me think it over ” It’s the grey area of the decision making process that frustrates the hell out of salespeople. It feels worse than getting a NO . A NO will allow you to move on even if you are frustrated and feel you have earned the business. There is closure. You can focus on to the next prospect. Let me think it over . Now what? What’s missing in most sales conversations is an agreement at the beginning about expectations and possible outcomes of your meeting.  When you are in position to sell you can become consumed with the steps you need to take to close the sale. You are in control, or so it seems. In order to have a conversation there needs to be two willing partners. There...
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1
  752 Hits
752 Hits
OCT
31
0

YOU COST TOO MUCH!! Overcoming the Dreaded Price Objection

“ The reason it seems that price is all your customers care about is that you haven’t given them anything else to care about .” – Seth Godin Whenever a sale is lost because of price the reaction is priceless . The salesperson is frustrated. The boss wants to know how the sale fell apart. Desperate sales organizations look for microscopic ways to shave price in the future. The more you shave price, your margins and profitability shrink. As a philosopher once said; “ as you race to lower your price, there will always be someone else willing to go out of business faster than you . ” Why is it that someone will pay handsomely for Filet Mignon when a Big Mac is available for a fraction of the price? How does Maserati justify a price tag well north of $100K when a Chevy has four wheels and can...
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  1014 Hits
1014 Hits