Hi y’all! It’s been a pretty hectic few days as the 2023 coaching season is officially picking up. I have to say, I thrive during these periods because I know that my methodology, if correctly applied, makes a big difference in the organizations I work with and creates big believers within the teams. Today I want…
As we draw closer to Thanksgiving, I like to take the time to reflect on the many reasons to be grateful for my life. This time around, I found myself thinking about my years in Corporate America and the many opportunities, though not always good, that have helped forge me into the man I am…
Today, we’re going to do things a little bit different. I’m sure you’ve heard multiple times that sales is a relationship business. So, I won’t start off with that, instead, we are going back to the ABCs by taking a look at the building blocks of what a great sales relationship is. No…
In old school business-to-business selling, we were taught to find something in our prospect’s office to relate to and use to spark a conversation. Could be a picture or a poster or even a style of furniture. In theory the lesson was simple and wise. In the field, though, it proves to be ill advised…
When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars. The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo. Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck. Doesn’t this capture how…
Imagine a salesperson makes an appointment with you, but then shows up aloof, half-asleep, uninterested in you, heedless of what you have to say, and displaying an obvious inferiority complex. If you had any inkling to do business with him, it vanished with his dignity. He’s simply unlikeable, and we avoid unlikeable people in our…
If I represent a major developer in an industry, chances are I have a product or service that meets my prospect‘s needs. But that’s not always the case, so what do I do in these situations? If my product or service doesn’t meet the needs of my prospect, I don‘t sell it! I give a…
Gimmicks used to sell what you know is a poor fit for your prospect only reinforces the idea that sales people (e.g., you) are untrustworthy and not to be liked or influential. Don’t do it.
Brett Nelson explains how small talk can have a big impact on your likeability. Worth keeping in mind, but remember to be yourself. Don’t scan a prospect’s office to find something to relate to, for example–you’ll end up with small talk that sounds forced and insincere. Instead, be open about your interests and inquire into…
Writing at Forbes, Mark Evans has advice for startups that would also serve sales professionals: In many ways, social media becomes dangerous because it can be distracting and time-consuming. There is so much belief that social media can generate major benefits that it’s all many startups embrace in terms of marketing. Sites like Facebook and…