Know your enemy. Know your yourself. Know your weaknesses. Know your strengths. This is the formula to win in the increasingly-competitive marketplace today.
{ 3 comments }
Sales Manager Training
Selling today is chaotic. How many of these seven little mistakes are you making every day that eat up ALL of your commissions?
{ 0 comments }
Book Review: SNAP Selling by Jill Konrath. Professional selling requires professional reading, discipline and work. In my book reviews I help cut through the clutter to find the books and resources to help you succeed in sales.
{ 0 comments }
After you watch this shoot me an email if you don’t cringe more than a little because you realize your clients are doing this to you all the time! When out and about meeting people and I tell them the name of my company the dialogue always goes something like this, New Acquaintance: “Oh, The Sales Whisperer!?. That’s an interesting name. Is it like ‘The Dog Whisperer?’” Me: “Yes it is.” NA: “Oh. So you train sales people how to sell more, right?” Me: “No. I train sales people how to get their clients and prospects to act right. The sales then just happen.” NA: (Long pause, tilted head, uncomfortable scratch of the neck…) “Great shrimp cocktail, huh? Good to meet you.” Most people both in and out of sales do not understand that you have the right and the ability to both control the selling situation and to fire [...]
{ 1 comment }
The last time I was employed in high tech I worked for a company full of good people, with an excellent product, that solved a crap load of problems most large firms didn’t even know they had! I mean this stuff was Da Bomb! It was slick, had blinky blue lights, was streamlined compared to the competition and ran circles around them in head to head comparisons. There was only one problem: getting anyone to listen to the presentation. If someone would listen to the presentation we were golden because we had good stuff. In fact, the entire week of training for new sales people was geared around mastering the presentation, which assumed, of course, we had a meeting with a decision-maker. At the end of the training I asked the then (now, not-suprisingly-downsized) VP of Sales how we got the meeting in the first place. He cocked his head, [...]
{ 0 comments }
