Too many sales leaders put together a plan for their team only to leave it collecting dust on some shelf or cabinet. Margaret Thatcher knew better than this. She said: “Plan your work for today and every day, then work your plan.” I like to say that if your plan doesn’t have coffee stains on…
You’ve probably noticed when visiting the doctor that they will ask questions that are somewhat arranged in categories. Each question helps narrow the search for the solution or diagnosis. The doctor begins by asking broadly about how the patient feels, next asks about specific areas of the body that are in discomfort or pain, and…
How this for confidence and ambition? Steve Prefontaine: “Somebody may beat me, but they are going to have to bleed to do it.” Do you have this kind of attitude about your profession? Do you push yourself as far as you can go? If not, why not?
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…
If you find yourself defending your product against the objections of a prospective customer, you’re probably taking the wrong approach. It pays to remember that the job of the sales professional is not to sell as many or as much of his product or service as he can, but to assist prospects with finding the…
“Mystery creates wonder, and wonder is the basis of man’s desire to understand.” – Neil Armstrong, the first man on the moon, who took his wonder and his desire to understand and did what was once thought impossible. He passed away today at the age of 82. He lived the dream, and may he rest…
Without a game plan, even the most talented football team will not be prepared for the expected and unexpected plays of the opposing team. If we as sales leaders and sales professionals think we can wing it by just going out without a plan, we’re throwing a pass to failure. Successful sales professionals have a…
Whether your prospects come from vertical markets, industry contacts, referrals, Internet search engines, trade magazines, or anywhere else, you have to make calls. Instant messaging and texting haven’t replaced the old fashioned phone call just yet, so clear your throat, energize your voice, and call your prospects. Sure, it stinks like changing a diaper, but…
Most employees work for more than money; they seek and need recognition. Effective leaders will recognize their employees, but not for doing nothing or for basic achievements. Recognition must be earned. As a leader, you need to set the course for recognizing the members of your team who have the best performances. I recommend weekly…
Ever wonder why you have weekly sales meetings? If so, then it’s time for a change. Instead of taking time to review what’s happening and not happening–information that can usually be effectively delivered through email–turn your weekly sales meetings into practice sessions. Teach, practice, train! These should be the focus of your meetings. To be…