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...
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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...
Going to the Sales Gym – Step 10: Get Yourself a Sales Fitness Trainer
In this series of sales articles we’ve talked about all of the different ways that your sales health is similar to your actual health. The purpose in creating this type of analogy in your mind is to not only think about your sales differently, but to take it a little more seriously. We, as salespeople,...
Going to the Sales Gym – Don’t Be a Sales Wimp
Let’s face it, there are a lot of sales wimps out in the world. You may have even found yourself being a sales wimp at one time or another. I believe that it happens to the best of us. We lose our gusto for whatever reason and structure our sales process and strategy to a...
Going to the Sales Gym Step 7: Cardio Time (Marketing)
Almost everybody loves doing cardio when they go to the gym. It is a great way to get warmed up into your routine or, better said, it gets you into the zone. We step on the treadmill, plug in our earbuds, set the speed and incline and away we go. This is where we start...
Going to the Sales Gym 💪 Step 8: Working Your Upper Body (Prospecting)
Saying that you don’t like to prospect is like admitting to someone that you aren’t a true salesperson. I’m sure that you’ll get a couple of internet leads to occupy your time this week, but it won’t be too long until your pipeline dries up and you focus more on selling your excuses than your...
Going to the Sales Gym – Step 6: Working Your Lower Body (Process)
Our lower body is something we take for granted; especially when we are young. In fact, if you look around any gym, you will find that the majority of the equipment is designed for working your upper body. It makes sense that it should be like this. Our eyes are in our upper body and...