No one likes pain because, well, it’s painful. It’s unavoidable, unpleasant, and unappealing. Most people don’t see the benefit of pain and so they wait it out and suffer through it just to wait and get back to where they were; possibly exposing them to the same risk of pain again. But what if pain,...
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A Simple Prayer for Salespeople
It’s not too often that we get to mix sales with religion but, if we’re being honest, there have been plenty of times that you have had your eyes closed and your fingers crossed as you silently sent your wish list off to the heavens. To be clear, I am not offering the concept of...
Stop Defending Your Price With These 5 Tips
Nothing sends a salesperson into a tailspin quite the way a price objection does. It is difficult to watch how salespeople respond to this objection in the same way that it would be painful to watch a friend get punched in the gut. And those gut punches just keep on coming until you are on...
The 5 Best Gifts You Can Give Your Company For Christmas
Everybody looks forward to the company Christmas party. No matter how big or small, regardless of what food you are serving or if it is offsite at the country club or a simple hour in the company break room, the Christmas party signifies a lot to the company. There is a holiday break coming and,...
The 4 Reasons Why Sales Santa Will (Or Will Not) Bring You Presents This Year
Is Sales Santa Claus real? I bet you wish he was. Wouldn’t it be great to wake up Christmas morning to find a lot of new sales wrapped and waiting under your Christmas tree for you to tear into? Or are you expecting opportunities to be withheld by the miserly old Sales Scrooge or stolen...
The 5 Presents Your Customers Want For Christmas
If you’re reading this for great last-minute ideas of what kind of cookies or niceties to purchase in bulk to mail out to your customers, I confess my disappointing approach to your dilemma. However, if growing your customer base has been a challenge for you while you watch your competitor do it with ease, well...
What You’re Selling Is Complicated And Your Customers Don’t Care
Consumers love simple and salespeople hate it. Why? Customers do not like the feeling of being overwhelmed when they make a purchase. They usually only have 2 to 3 main concerns that they want to address and everything else is just noise to them. Just keep it simple so they can focus on what motivates...
The 6 Reasons Why Your Sales Meetings…Suck (quite frankly)
You don’t like sales meetings. We get it. No one typically does. You gain nothing from the discussions and you can think of better uses of your time. To make matters worse, meetings are really nothing more than the boss beating down on us or it’s just a festival of complaints from your co-workers. Not...
Referrals Are Your Best Source For New Business – 5 Reasons Why That Is A Problem
Everybody loves referrals. What’s not to like about it? Low acquisition cost, no-pressure sales process, easy to close, quicker conversions and it boasts of your great service. Yes, everybody is proud to share that their best source for new business is your customer referrals. And that’s your problem. It means that you are better at...
Fortune Favors the Bold – 5 Bold Tips for Finding New Customers
Fortune favors the bold. This is ever so true when it comes to sales. Those of us who take risks and let the rejections roll off of us receive the greatest rewards and the best sales. Teaching someone to be bold and confident is not easy, but that’s what it is going to take to...