Selling : Get in the Ring!

  There is an old saying in boxing : "Everyone has plans.....until they get hit." Sounds like Sales. Every good sales rep walks into a meeting with their prospect with a game plan. It might include opening with a few questions to clarify the prospect's needs, challenges and opportunity. It always includes a presentation highlighting your company or product. And any good sales rep always closes by asking for the order. But … [Read more...]

Selling and Dickens

  "It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness..." You know the feeling. New business is rolling in but the ground underneath your feet is a little shaky. Some of your long term clients are moving on. What's going on? Did you lose a few clients because you are targeting a different type of business? Is this a natural result of positioning your company for bigger and … [Read more...]

Selling & Competition

  -By Twyla Grimes Do you have your game face on? All athletes know who they are up against before the competition begins. Football teams watch film of their rivals, over and over, analyzing their opponents tendencies and identifying their weaknesses. Boxers practice relentlessly and review past fights so they can develop a winning fight plan. Knowing your competitor's strengths and weaknesses is essential if you expect to be … [Read more...]

Selling in a Model

  by Ken Courtright Have you ever heard the old cliché phrase: “The definition of insanity is doing the same thing over and over and expecting a different result”? Many sales reps and managers have heard it, yet are also living out the phrase every day. If you’ve been selling at your current company 12 weeks or more, and you aren’t hitting the numbers you want to hit, it may be as simple as changing your routine, or more … [Read more...]

Sales : Competition & Leadership

Here is terrific article about competition and leadership by Paul Hochman in Fortune Magazine and picked up by It's several years old but a keeper. On the surface, the article talks about the Tour de France, the 2700 mile, three week endurance test held every summer on the mountain and village roads of France. In reality, the article is an insightful, entertaining study of a highly competitive organization, leadership and how … [Read more...]

Sales : Overcoming Objections

 Try this three step process the next time you encounter an objection by your client as you are progressing towards a sale: 1. Recognize the client's objection or concern as legitmate. Don't immediately try to overcome an objection. Validate what the client says first. Show the client you are taking what he said seriously. "Mmmm. I see what you are saying, I hear you." Pause and think for a second even if you have an immediate response in … [Read more...]

Leave the Gun, Take the Cannolis

That's one of my favorite movie lines of all time from The Godfather....."Leave the Gun, Take the Cannolis". Cover of The Godfather (Widescreen Edition)Short, sweet and to the point. The voice of reason and experience. It's a great model for a Sales Manager. When you are working with a sales rep make sure your advice is clear, direct and easy to understand. You have years of experience to back up your point of view. Here are a few … [Read more...]

Microsoft Ad : Selling

by Bob Kuczik There is a clever new Microsoft television commercial where a young boy makes a simple video power point presentation to his parents about why the family needs to get a new pet. It begins in the living room where the kid warmly invites his parents to listen to his pitch. The seasoned pro lets the presentation begin without saying a word. He pushes the start button and the screen display reads "Why we need a dog." The kid … [Read more...]

Sales : Dream On

by Bob Everlanka A friend of mine has been in Sales for 20 years. Very successful. A full roster of clients. A wall full of awards. This is a guy who knows what to do and how to do it. Yet his dream is to open a car wash and sit behind the wall of the change machine and watch the dollar bills come thru the slot. No human interaction. No conversation. No phone or e-mail. He just wants to sit in a dark room and watch money come thru the … [Read more...]

10 Apps for Sales Professionals

Here is a terrific article from written by Ali Goldfield that identifies 10 mobile apps that can help you stay connected, productive and informed. That is the name of the game these days in sales. 10 Mobile Apps for Social Media     … [Read more...]