Are You Ready to Trade Off?

Are You Ready to Trade Off?

Negotiating is a critical sales skill and one that takes constant practice to develop and refine.

Here’s an under-utilized sales negotiating technique that can help you resist discount demands and requests for other concessions.

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Creating Simple Habits is sometimes not so simple!

Creating Simple Habits is sometimes not so simple!

September is the time to get back to routine, back to business and back to school.

What I love about this time of the year, is that it gives you the chance to develop new habits or routines.  It’s the opportunity for a fresh start, almost like starting the New Year.

This year, I am determined to get our 2 boys (ages 7 and 9) into the routine too.  They are getting older and I want them to develop skills and responsibility that will benefit them as they grow, in their personal and professional lives.

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Two Key Strategies to Close More Sales this Fall Selling Season

Two Key Strategies to Close More Sales this Fall Selling Season

When you’re selling to senior business leaders—or anyone for that matter—they all have questions running through their head.

Unfortunately, if your approach to selling is based primarily on talking about your product or service, you are not likely addressing these questions because very few of them are about your solution.

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Don’t Waste a Prospect’s Time with Stupid Questions

Don’t Waste a Prospect’s Time with Stupid Questions

During the “Cracking the Buyers Code” webinar that was conducted on June 19, the panelist of corporate decision makers and buyers shared some revealing insights for sellers.

They all stated that time is a precious commodity and that their schedules are jam-packed from morning until evening. In fact, one person said that he arrived at the office at 7:30 am and that he had already met with three salespeople that morning before the 11:00 am webinar.

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Why Buyer’s Won’t Take Your Call – Sales Success – Real Results

Why Buyer’s Won’t Take Your Call – Sales Success – Real Results

A few weeks ago I was meeting with a friend (Terry) who is an executive in a mid-size company and we ended up talking about sales people.

At one point I said, “As a sales person, it’s really tough to connect with people like you. Don’t you ever answer your phone?”

Boy, did that set him off!

For the next fifteen minutes he ranted about sales people and why he seldom takes their calls.

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My Buyer’s Perspective: Prepare your calls & avoid this fatal faux pas

My Buyer’s Perspective: Prepare your calls & avoid this fatal faux pas

I recently received a call from an old supplier, who was obviously not prepared for the call.

I started wondering, how many salespeople prospect old clients, without taking 5 minutes to prepare and risk losing an existing customer?

The salesperson started the call by asking for the person in my role previously (who hasn’t been with us for almost 8 years).  I’ve worked with this supplier several times since then, and when I called him on it (which is not something I would normally do, but was feeling a little hurt) he said, “Oh no, I should’ve read my notes – I have worked with you before!”  {Side note: My personality style is Amiable-Analyzer, so building a relationship and attention to detail is important to me.}

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