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Tips for prospecting, positioning value, negotiating, better questions and listening, coaching, managing sales process.
In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specif...
In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our produc...
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.
Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales t...
In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.
In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.
In which we are reminded: Find a niche and specialize… or get smoked.
In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our prod...
In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.
In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.
In which we are reminded that very few questions come from idle curiosity. We need to know why.
In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.
In which we are reminded that every client personal detail reveals choices and avenues to insight.
Ask questions to understand what prospects are thinking before you start pitching ideas.
In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losin...
In which we are reminded that even short call plans help us produce better results than no plans at all.
In which we are reminded that some people need more time to decide, and we should engage with others while they do.
In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which th...
Yet one more time… In which we are reminded to clarify before we pitch
In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in...
In which we are reminded not to call another person’s baby ugly… even if....
In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.
In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.
n which we are reminded that people “out there” are reading what we write on line…. Really!
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
In which we are encouraged to understand context before we pitch recommendations.
In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group e...
In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.
In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that...
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.
In which we are encouraged to break down our sales conversations and work out the sloppy spots.
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they...
In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little...
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and lo...
In which we are reminded that maintaining account records and information are critical to the seller’s craft.
In which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far...
Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals com...
In which we gain some insight into the workings of the Web and social selling.
In which we are reminded to give our brains a break and change of scene, the better to generate ideas.
In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after...
In which we are reminded of positive feedback’s power.
In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.
In which we are reminded that winging it can reduce our credibility with clients.
In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.
In which we are reminded to pursue issues in which our clients are interested rather than issues we PLANNED to talk about.
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two mo...
In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.