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...
Author: Kassy Good
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...
Selling Means Never Having To Say I’m Sorry: How to Apologize
Capitulation is a really fun word to say, but it is not so fun to do. That’s often what an apology is; a surrender to the blame. That’s what we’re trained to do as salespeople; make the customer feel like they are always right (even when they are not). The more we say ‘I’m sorry’,...
Can You Handle This, Or Is Time To Call The Boss?
Do you ever look at your boss or supervisor as your messiah when you feel in over your head with a customer issue? It’s like they have all the answers and frankly, perhaps she should be the one dealing with this issue instead of you. Some salespeople just love to tag in their boss when...
Texting An Angry Customer: Customer Communication Etiquette
I remember when there was a time when the only option to talk remotely with customers was with the telephone, and nothing makes me feel older than when I use the phrase, “I remember when there was a time”. But this is an excellent point when it comes to customer communication etiquette because new generations...
The Customer Is Really Mad! Now What? (The Intensity Reduction Method)
Today was supposed to be an easy day. You’re caught up on most of your work and if all goes well, you might even get to duck out of the office a little early. Then all of the sudden, you get a message from a customer that you weren’t expecting, and the clouds of despair...