I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart. His response was, “Hey, you are being aggressive.” Really? I was amused because I thought this light touch email campaign was slightly passive. At the...
Category: Sales Coaching
Passing The Persistence Test
Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while others seem to slowly trudge along. Are the successful ones just having a run of good luck or possess exceptional skills? Maybe, but there has...
Getting Punched in the Face? Cold Calling & Rejection
Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be successful in sales. I want to tell you that there is a great hypnotherapy technique that will quiet your inner voices or give you a...
Building Up The Nerve To Cold Call
Let’s face it, you can only run from cold calling as a salesperson for so long. If you managed to be successful without it, chances are it is because someone else is doing the heavy lifting for you to generate your leads. But if you really want to become the great salesperson you think you...
Planting the Seeds of Success or Doubt?
If we reap what we sow, then why aren’t we more careful about the seeds we choose to plant? As salespeople, it seems simple enough that we should scatter our seeds of success among the fields, but we sometimes hesitate along the way and grab for a handful of doubt instead. Customers can sense doubt...
I Heard A Rumor About You 📢
Your sales team sure is a talkative bunch; especially when you’re not around. The role of a sales manager is one of the most difficult ones in the organization. You must hold an alliance with your sales team and upper management even when they are at odds with each other. The bottom line is that...
You Only Fail When You Quit
Sooner or later you need someone to encourage you to keep trying. In sales, that need occurs more often than any of us are willing to admit. The life of a sales person is high highs and low lows and hardly ever in the middle. That’s the life we chose and let it be so....
The Assumption Technique; When Hot Leads Turn Cold 🧊
There’s nothing worse than seeing what you felt was a sure thing in terms of a sale slowly drift away from you and into the land of wind and ghosts. 👻 What in the world happened?! You did everything right and the customer said all the right things, but now they won’t return your call....
What’s Wrong With Asking For A Little Help?
Salespeople are a prideful bunch. So are their managers. We always love to act like everything is under control and very often this may be true. But what happens when things aren’t going so great. When is it time to ask for help? We don’t like to ask for help because it is a sign...
Never Lower Your Price Until You Ask Twice
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,...