It feels like everything changed in an instant. Leaders and Sellers are reacting to the new normal of the COVID-19 crisis. Many of us have found ourselves having to navigate an entirely new working environment. Specifically, working remotely. While this may not be new or even challenging for everyone, it can take a toll on …
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Ghosting is a relatively new term for an old sales problem. The Urban Dictionary defines “ghosting” as the practice of ending a relationship with someone by suddenly and without explanation withdrawing from all communication. Connecting or reconnecting with prospective customers throughout the sales cycle can be incredibly frustrating for salespeople. Even when responding to inbound …
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Before selling is a transfer of goods or services in exchange for money selling must first be a transfer of trust. Seems to make sense, but many salespeople assume because they deem themselves as trustworthy, their customers will trust them too. Or worse they confuse being liked with being trusted. I’ve worked with plenty of …
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Everyone knows the motto of the Boy Scouts of America … always be prepared. This should be the motto of the sales professional as well. The #1 one area of dysfunction with your average salesperson is preparation, or rather a lack of preparation. There are lots of reasons: no clarity on what they are trying …
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As you navigate the sales cycle (from prospecting to closing the deal), you will encounter several types of people along the way. Knowing who they are and their role in the process is critical to your success. Information Gathers This person is doing just that; gathering information about your product or service. If it’s a …
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Company culture is a more than just a buzzword tossed out by “Thought Leaders”. Every company has assets—most of them can be quantified. Company culture however is a critical component to the health of any organization and is nearly impossible to place a dollar value on. The costs of a bad company culture can be …
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I’ve recently been reminded just how important hand written thank you notes can be in the business world. When I work with leaders and sales professionals as a coach, or when I meet someone new and start to build a relationship I send them a short hand written thank you card. Nothing extravagant. A brief …
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In Sales it’s About “Follow Though” not “Follow Up” Follow up is a struggle for many sales people and sales managers. For the seller the struggle is usually in reconnecting with the prospect, customer, or client after the last meeting. Perhaps because there was no call to action or clear next step, date, and time …
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Workplace stress is the “Not So Silent” killer of an organization. A company’s growth can be easily hampered when just a few people are under even moderate workplace stress. Stress can limit growth and will prevent a firm from ever reaching its full potential. Workplace stressors are hiding everywhere and are often disguised. They don’t …
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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