Managing and maintaining your sales pipeline is difficult. Trying to keep fresh opportunities to work on while servicing existing customers is more than a full time job. And yet, that is what is expected of us as salespeople. If we had our druthers, we would have a healthy book of business with happy customers that …
There is a quote I really love when it comes to sales management, “You don’t get what you expect, you get what you inspect” from Louis V. Gerstner Jr. In fact, it has several applications across business, but let’s just stick with sales for now. Everyone wants a crystal ball to forecast sales, but it …
Have you ever met up with one of your customers only to find them holding the pen of one of your competitors? BUSTED! They were cheating on you and you feel your eyes turning red. “But wait,” the customer says, “I can explain.” Okay, perhaps it didn’t go down like a lovers quarrel, but for …
Customers will make their purchasing decision based on price if they perceive no other value. This is an old sales truth that will never change. A major part of our role as salespeople is to communicate that value in a compelling way to the customer. Easier said than done for some of us. As salespeople, …
Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that we are a great salesperson, and if we’re being honest, there have been some days where you thought about changing your profession. It is very …
6 Reasons Good Salespeople Stop Reaching Their Goals Read More »
When I ask salespeople what their most common and least favorite sales objection is, more often than not it has something to do with a price objection. That makes sense because this is usually the moment of truth for any deal. Does the price meet the budget and expectation of the buyer based on the …
Some people just have to make any and everything difficult. They refused to be managed, coached, or listen to anything that is contrary to what they believe and what they will or will not do. This is especially worse when it is a salesperson who brings in good numbers. Ain’t nobody gonna tell him what …
Is a Difficult Salesperson Holding You Hostage?🔫 Read More »
Price objections are the most frequent and the most dreaded among all sales objections. It automatically triggers your defenses as your customer puts you on the ropes trying to beat a price reduction out of you. And you fall for it every time. You try unsuccessfully to defend it at first, but then you go …
Defending Your Price Depletes Your Profits – 5 Steps For Keeping Your Price Read More »
