How Great Salespeople Cope With Losing Business
Let’s face it: Nobody likes to lose. That is not why we got into sales. The best days are when we win business. But very few, if any, companies can claim better than 50% hit rates, making it inevitable...
View ArticleWhat Do You Do When the Client Has the Solution?
Have you ever entered a client meeting and found that he or she has already come up with a solution to their problem? Sometimes their solution is correct, and it saves you a sales pitch. Yet more often...
View ArticleThe Secret to Asking for Feedback
The job of a salesperson is full of ups and downs, pride and disappointment, joy and frustration. We all know that the downs can at least equal the ups on a fairly regular basis. The remedy to staying...
View ArticleAre You Asking the Right Questions on Your Sales Calls?
Of all the skills and tools that comprise a good salesperson’s arsenal, there is none as important as questioning. But there is an art and science to proper questioning, from the speaker’s tone to the...
View ArticleFrom Objection to Objective: The Art of Reframing
One of the most important parts of a sales call is maintaining a positive vibe in the face of objection. After all, few things can derail a potential sale faster than a client complaint that is not...
View ArticleNew Technology, Old Techniques: Using letter-writing principles in emails
When was the last time you sent a handwritten business letter via snail mail? We’re guessing it hasn’t been recently. Over the last 10 to 15 years, one of the biggest changes in communication has been...
View ArticleHow Do You Work with Clients You Don’t Like?
Sales professionals are in the people business. That is what we do. But let’s face it: you won’t always like your clients and they won’t always like you. It’s a fact of life. When it’s your...
View ArticleBefore you take corrective action…
All managers have to take serious actions to deal with performance issues at times. But before considering probation or termination, it’s worth asking yourself the following questions: Do they have the...
View ArticleWhen Clients Want to Go Right to the Solution
We all know that questioning is essential to the consultative sales process. Without understanding the client’s situation, it’s very difficult to help problem solve or recommend an effective solution....
View ArticleUsing LinkedIn to Position Yourself as a Strategic Client Partner
The ultimate goal for many sales professionals is to be seen as a strategic partner– someone who works with a client on strategy, helps identify and analyze business problems and develops innovative...
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