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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Most sales meetings are just awful. At least for the sellers. Weekly, monthly, quarterly—it doesn’t matter. Most of the attendees would rather be doing something, anything, else. The reason? There are lots of them, but mostly it’s about value, or a lack of it, for the attendees. Sales managers, company leaders and HR can easily …
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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 …
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Like you I am a consumer. Perhaps where we differ is I consume a lot. Traveling close to 200,000 miles a year (domestically) I have met my fair share of service providers, customer service reps, wait staff and more than a few bartenders. With all the travel and interactions with sales people and customer service …
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“Buyers are liars…” I hear this a lot and I used to say it even more. Over the past several years I have discovered that, yes in fact, buyers will occasionally and deliberately lie. However, I have found this is a very small percentage. This led me to conclude the rest of them are either: …
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A Zoologist will tell you the Tiger is a “Predator of opportunity”. This means they will stalk, kill and eat their prey whether they are hungry or not—just because it’s there. Just watch one of the early scenes from The Life of Pi. Salespeople can be just like the Tiger. A prospective buyer expresses some …
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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