Category: Uncategorized

A sales pipeline, in the easiest of terms, is the raw product that we as salespeople put into our sales factory to create revenue and profit for the company and income for ourselves. How your sales factory processes this raw material is your sales activity. But how in tune are you really to your sales...

Aaron’s Answer: Some people really continue to believe strongly in route marketing. That is, you make so many stops a day in a territory every day, every week, every month. You knock on the same doors with the same message while dropping off the same brochure. If you’re lucky, you may be allowed to drop...

I’m great at making the pitch, but I struggle with the objections. How can I be more prepared?  Many salespeople struggle with objections, and for good reason. They are a deliberate and natural barrier that can keep us from achieving our goals. There are a few reasons why objections toss us off of our stumps....

There is a lot to say about silence. It is considered golden, uncomfortable, wise, creepy and so forth. There is a lot to be said about a person who is comfortable with silence, and this is not said about many people in sales. We talk. We love to talk. We hang on to our own...

Make no mistake, if it feels like the client or the buyer is in control of the sale, that is because they are. And the reason they are in control of the sales is because you let them. Power and control are usually developed behavioral patterns that we learn from a young age and then...

Asking someone for their business seems simple enough, yet so many of us mishandle the process and, in some cases, all around skip this vital step in closing the deal. After all, asking for the sale is what prospects are expecting from you, right? We make the pitch, ask all the right questions and just...

Many of us in sales lately may have resigned ourselves to the fact that we are grounded with this quarantine and there isn’t much left to do but wait it out and stay in touch with our clients. Now, salespeople tend to be a very tenacious breed and have a hard time sitting still under...

Salespeople are always looking for the fastest path to gratification. We want to see the sales numbers jump quickly and often. There are few things worse for a salesperson than to spend a day making phone calls, sending estimates and following up with prospects only to have no one respond to you. You are doing...

Question: As a sales manager, how do I motivate my team in this context? If you are in charge of a sales team, then chances are you are going to be dealing with a lot of scared folks in the coming days. Their fear is certainly warranted, but it cannot be fed by you. Acknowledge how...