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June 22, 2018

Objections are a delicate part of the sales process and need to be addressed carefully and professionally.  It is vital not to attempt to “overcome” the objection or change the prospect’s mind, as this only leads to a defensive response.  The goal is to continue the selling process by acknowledging the concern, appreciating the person’s position and opening a discussion that advances the dialogue or sale. 

The best way to avoid resistance from your customers and prospects is to anticipate and prepare for objections.  Professional salespeople plan their presentations to address common objections before they are raised and provide the necessary proof that will reduce resistance.  To better manage the fear of rejection, professionals practice addressing objections to sharpen their skills before they meet important clients.  Being prepared provides the confidence needed to address objections in an...

August 22, 2017

If you are like most people, you are probably shocked that there are only four months left in 2017.  You might be equally shocked when considering that you should be almost 70% toward your annual revenue goal by now.  The good news is there are still 81 selling days left to close dozens of deals and generate a significant amount of new revenue by the end of the year.   

It is time to rise UP and sell!

Urgency:  Act with a sense of urgency.  If you think the year has gone by fast, the next four months will hit warp speeds as we enter the final quarter.  Considering that most sales cycles are 60 to 90 days, it is imperative to act with urgency by setting goals and tracking daily performance.  See the below example, although you may wish to boost your goals.

Prioritize:  Identify and prioritize high-gain sales activities.  Build prospecting time into every day and set very specif...

January 5, 2017

by having the courage to make something happen.

Are you hopeful? Hope is described as an optimistic mindset that is based on an expectation of positive outcomes. Being hopeful is regarded as a positive human trait and is often identified as a desirable characteristic for salespeople to possess. So, how can hope potentially be bad for us? When we use hope, in place of courage.

  • Hope is wishing something will happen.

  • Faith is believing something will happen.

  • Courage is making something happen.

As sales professionals, it is essential that we give hope a chance by having the courage to make something happen. We should not use hope as a crutch which is what we do when we hope that the scarce few potential opportunities in our sales funnel will close so we miraculously achieve our quota. This is giving hope little chance.

I have never felt good about the idea of prospecting, it...

October 14, 2016

Businesses create corporate brand identities to communicate their unique value to current and prospective clients, as well as to maximize opportunities in the market. Companies that develop, demonstrate and deliver on their brand promises by providing exceptional products and services on a consistent basis achieve greater success.

A PERSONAL BRAND is a combination of actions, contributions, ideas and innovation ~ value ~ consistently employed to create a persona that differentiates a person from his or her competitors. Over time, this identity becomes associated with a level of credibility, quality and service in the consumers’ minds.

Personal brands help people in crowded and complex marketplaces distinguish themselves as preferred providers.

To achieve a competitive edge, invest in establishing your personal brand. To help you create your personal brand and jump start your success, review the below examp...

August 4, 2016

As salespeople we are being sold and attacked.  Sold on the premise that everything we are selling is a commodity and attacked on the value of our profession.  We are barraged with news about how selling has changed and how much more power buyers have today.  The underlying message is “don’t call us, we’ll call you.” And there appears to be overwhelming and compelling data to support this attack.

  • 90% of the decision makers won’t respond to cold calls.

  • An average of 5.4 people are now involved in the buying decision.

  • 75% of buyers use social media to find information on vendors.

  • Buyers complete 67% of their decision before they contact a sales rep.

Unfortunately, salespeople are buying into this CRAP (Constant Rhetoric Against Prospecting).  This is not a movement solely aimed to diminish the value, and thereby lower prices, of the product and services we sell; it is aimed a...

June 28, 2016

Coaching is a deliberate and continuous process of providing information to guide employees and the organization toward desired results.  Ongoing feedback is one of the most critical requirements for sustaining high-level performance. Without frequent and specific feedback and coaching, performance varies and often declines.  By providing continual guidance, managers are actively engaged in directing performance and skill development.

Once you have set goals, clearly defined expectations, and have determined the person’s level of performance, you are ready to begin providing developmental feedback.  In many cases, you will simply offer minor recommendations to improve skills.  In other situations, you will need to provide guidance to alter or “pivot” performance to ensure success.  These discussions should focus on the goals, roles and responsibilities of the position, not the person, and provide sp...

June 7, 2016

Selling has been defined as the transfer of enthusiasm and I couldn’t agree more.  Research indicates that up to 85% of sales are based on the salesperson, followed by the need for the product or services, and then finally, the company offering the best solution to fit the company’s needs.  If a salesperson is excited about his or her products or services, prospects can sense this positive emotion and will reciprocate this energy with interest.


 Selling is also the transfer of confidence.  Before you can sell anything, you have to believe in:


  • Yourself ~ You must have steadfast belief that your recommendations and solutions can help businesses succeed.

  • Your Products and Services ~ You must communicate with complete conviction that your products and services are powerful in delivering results.

  • Your Company ~ You must be completely vested in the company you represent.


You communi...

June 1, 2016

When I ask sales teams across the country how competitive their markets are, on a scale of one to ten, ten being the highest, unanimously they tell me their markets off the charts competitive. When I ask for them to list their primary competitors, they typically list the businesses that their company is competing against. While this, generally speaking, is accurate, consider for a moment how many competing salespeople there are in your industry (in your market or potentially even across the globe) ~ including representatives from direct and indirect competitors. More than likely, YOU personally have hundreds of other salespeople that are fierce competitors ~ all striving to win the respect and sales of your prospective customers.

So what does that mean to you? In today’s extremely competitive environment, sales representatives have to be more knowledgeable, savvy and client-driven in their approach to s...

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