Did you ever put off a tough conversation with a salesperson because you weren’t sure what you should say? Or maybe you were concerned about upsetting them and you don’t particularly like to be confrontational. What if they respond back with something you weren’t expecting or capable of addressing? Perhaps they might even try to...
Author: Aaron Jacobs
Managing Your Sales Stress
How did you feel when you woke up this morning? What were some of your first thoughts? For salespeople, one of the most common morning emotions is stress. And why shouldn’t it be? We have to take more risks, we manage our own and everyone else’s uncertainty, we’re constantly processing rejection and if we find...
The Fastest (& Easiest) Way To Find (& Talk To) Decision Makers
You can lose a lot of time as a salesperson trying to find the right person to talk to in a company. There are a lot of barriers, hurdles, and hoops to work through to find a decision maker and sometimes we find out too late that we were pursuing the wrong person all along....
Getting More Client Referrals – A 5 Step Process
What’s better than getting a quality referral from one of your happy customers or associates? Seriously. It gives you more business opportunities, it solidifies the relationship you have with the person that referred you, and, golly, it just feels really good. If referrals are a home run in every way, then why aren’t we deliberate...
Getting Out of a Sales Slump
Sooner or later we all have a run of bad luck when it comes to our sales. If you are in that rut right now, my heart is truly with you. It’s just not a fun place to be. There is a lot of anxiety that comes with the uncertainty of sales; especially when your...
How To Fire A Salesperson
I don’t enjoy writing on this topic any more than you enjoy reading about it because the thought of anyone losing their job for any reason upsets my stomach. It is a highly disruptive and stressful moment in someone’s life where desperation, anxiety, and low self-esteem have a tight grip. But sometimes it’s just not...
Creating Performance Improvement Plans For Salespeople
Let’s assume that, in some way, every person desires to feel like they are successful. Most reasonable people do not pursue and accept jobs if they didn’t feel like they could be successful in it. The 2 questions are can they perform the work and will they perform the work? That’s where a performance improvement...
B2B Cold Calling Made Easy
Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they do, they don’t know how to use it. Many salespeople like to think that emails were the long-awaited coffin nail for actually picking up...
Hiring A New Salesperson? Try Before You Buy
Recruiting, interviewing, and selecting a new salesperson is a very tiring and stressful responsibility. There is a lot riding on this position and if you don’t get it right, you lose a significant amount of time and money. Your strategic plans depend on you getting the right person on your sales team, but you’ve done...
How To Deliver Bad News To Your Customer
Salespeople hate to deliver bad news. I mean – really hate it. Of course, no one wants to be the bad guy when it comes to customers, but salespeople especially hate it. Why? Because much of their career is based upon being liked and it isn’t easy to get someone to like you when you...