Great sales managers are worth their weight in gold. They work hard to build great teams and they win the respect of their people. By understanding what great managers actually do to make them great, you, too, can achieve greatness.
This is one of the most difficult sales situations for the sales person, because the customer's deeply held values prevent you, at least in the short term, from increasing the business. Before you decide to spend the time and effort to try to change the
In the real world, passively waiting for clients to court you and give you business is a sale strategy doomed for failure. Regardless of how great your product or service is, you need to remain proactive in good times and bad if you’re going to make sal
A customer will move through three stages of the selling process – Character/Trust, Emotion and Logic. People have to like and trust you, then they allow you to guide them to emotions that eventually combine with logic. Emotion distorts reality.
A collaborative selling approach removes these fears on both sides of the proverbial sales table. As a collaborative sales professional, the Stop, Drop, and Roll response is extremely effective when faced with objections as I’ve explained in previous ar
There are always more deals than the one that you are looking at right now. Walking away is the first step in finding them.
Mean people suck the inspiration out of you. Avoid them at all costs — especially if one of them is your ...
The bottom line is that just one pithy, scathing, off-the-cuff email can have huge ramifications. While some businesses mindlessly send email campaigns from “noreply” addresses or unattended accounts, the most sophisticated and successful companies ac
In today's crowded selling environment, phone, email and social networking efforts must be synchronized for maximum response. When these 3 tools come together, they form a powerful synergy. And voice mail may be on its way out - it can no longer stand on ...
Salespeople are always at risk of focusing on the wrong thing and when that happens, they come across to the buyer like they aren’t listening—which gets us back to the statistic at the beginning of this post.
If you expect to lose, you probably will.
You don’t need to lose. You shouldn’t lose.
You’re not supposed to lose. You definitely don’t deserve to lose.
But you will lose.
Because you aren’t expecting anything else. Your ...
Jeb BlountTraining your salespeople once is a violation of logic. It's like a sports team having only one practice before starting the season. # sales