Summertime is like when the treadmill program increases the incline. What do you do? Press on, with MORE effort, or just try to get through it till you hit level ground again?
Keeping Customers Continuously Infatuated – Consider how there is a rise in satisfaction, engagement and follow through after you meet with a client. Then, consider how that energy fades, requiring another engagement to re-ignite the interest.
How to Stay Motivated When Everyone Else Is on Vacation – As I have always maintained, there is progress to be made, just in different ways. Consider this if you work the “Tweener” week, between Christmas and New Year’s Day.
It happens around the edges – A good reminder to step outside your comfort zone – randomly, not regularly.
Answering “I’m happy with who I’m buying from” – Some good ideas for dealing with an upfront/gatekeeper objection.
Making Space for What Is Most Important – Though not a fan of elephant hunting, spending your time where you get the best return is a cornerstone of effective resource management.
A COLD Call Voice Mail; Your Thoughts? – My thoughts? In one word – OY!
Think Sales Reps Will Become Obsolete? Think Again – Only sales reps who ALLOW themselves to become obsolete will. Failure to learn, adapt, be aware of industry changes will do so.
Seven Personality Traits of Top Salespeople – This (#4 in particular) relates to the previous post. #5 surprised me, though. Any surprises for you? If you are a top performer, do you feel you exhibit these traits?
After a week at a conference, followed by a week of PTO, here are some great reads to rev up your summer Dog Days and make them productive.
Empathy is difficult – Yes, but empathy helps you get closer to your clients needs – and to develop effective solutions for them.
How to Lose Control of a Sales Process – I attended a seminar where the speaker also pushed the pricing discussion up to the first third of the process. Treat it as an objection, deal with it, and move on. It won’t come back to hurt you in the end as a surprise. Like this thinking.
Dog Sales Of Summer – I think the Dog Days can be very productive. If things slow down for you, they also slow down for some prospects, who you can engage on the phone. Prospects on vacation? Good opportunity to develop other touch points in the organization – related departments, or others up and down the decision chain. Seed now, reap over the next two quarters.
Selling Is Change – Like an objection, flesh this out early and get the prospect comfortable with the gain the change will bring.
SALESPEOPLE, STOP DOING THIS – PLEASE!! – A prospect’s view of your prospecting tactics? Good idea to read your emails to see how you can create value and a compelling reason to give you time. Better yet, have your manager/a colleague/a friend but another set of eyeballs on it and share their reaction. Great way to tune up your outreach to increase conversion rates.
Hot Hot Hot! It is where I am and I hope you describe your pipeline the same way. Here are some good ideas to help heat it up at various stages.
The top of the pile – Woody Allen said “Half of success is merely showing up.” The other half is people noticing you.
Dissonance Creates a Compelling Case for Change – The arts, music in particular, creates drama with tension and release. Ddim6 G7b9 Cmaj7 Tension and release, in which dissonance (notes that clang in your ear) are frequently present. Dissonance demands resolution, which you provide.
3 Foolproof Ways to Get Past Gatekeepers – The “foolproof” is a misnomer that almost prevented me from listening. But, these are 3 Great Ideas, though not foolproof IMHO.
In the midst of a searing heatwave where I am, but found some cool ideas to heat up your sales. (Sorry, must be the heat.)
How To Change Your Default Setting – This is hard, but if you realize it’s something you must do, you’re halfway there.
Why Your New Sales Technology Tools Won’t Solve Your Sales Problem – It’s never the tool that makes the job come out perfectly, it’s the skill of the worker using them.
How to Be Increasingly Less Dumb – A provocative title and good thoughts, but it misses the first step – COMMITMENT TO LIFELONG LEARNING. No growth without that.
A One > Two Combination That Still Delivers Sales – It also works with managers/reps.
8 Sales Books to Read in Summer 2016 – Self=promotion notwithstanding (not that there’s anything wrong with that), I enjoy seeing what others are reading. (and wish I had more time to read them all).
No One Can Hurt You as Much as You Can Hurt You – Sales – the original equal opportunity employer. No one is in more control of your results as you are.
Momentum. It cures lack of confidence, phone fatigue, pipeline deficit, under-prospecting and most any other sales disease. Yet, so many sellers let up on the gas precisely when they’re on a roll. That’s JUST the time to throttle up ALL your sales activity. When you’re 105% to goal, put forth 125% effort. Increase your personal metrics targets by 25%. Why? Momentum creates:
Confidence – Prospects hear it in your voice, see it in your body language and everyone gravitates to confident people.
Energy – Like the quest for the perpetual motion machine, momentum creates energy. If you allow it to escape like air from a balloon, it takes twice as much energy to restart it.
So, enjoy your Independence Day Weekend, but take care not to lose the momentum you built in closing your Q2.
Here are some good ideas to consider at the beach, lake or on the couch.
Dead Trees, Sales Pipelines & Loss Aversion – Do you love success enough to let failure go?
Stop Swimming in Circles – You can make 10 calls in the time it takes to make one excuse.
The One Budget You Need To Succeed – Time. The finite, irreplaceable resource.
Why sales reps are always “Just touching-base”! – Ugh, just ugh to touching base.
Better Is Better Than More – But more qualified prospects is best!
Ahh, summer! Beach, mountains or wherever you like to vacation and relax, summer’s got it all. It’s important to get away, refresh and recharge. But it’s also important not to pay for it by coming back to a wilted pipeline. Touching key opportunities before you leave, and scheduling next steps for after you return is a good way to keep things moving while you chill out.
Are Your Sales Relationships Painful? – There’s been a lot written lately about shifting from probing for pain to goals, objectives. Here’s one to consider.
Protecting Your Relational Capital – I wince sometimes when a rep tells me they have a “great relationship” with a client. Just because they may share some personal information with you, doesn’t mean that you’re buds.
What You Control, and What You Do Not – My reps find it frustrating when they have an issue that can only be addressed by others that don’t report to me – IT, Marketing, etc. While I know “I don’t control that” is not the answer they’re looking for, it reflects an understanding of the points in this blog post. Tilting at windmills didn’t turn out well for Don Quixote.
The Secret to Getting Calls Returned – Persistence. What a concept. Persistence = Frequency * Variety You can’t sell someone who won’t talk with you.
BTW, the image is my beach, about 4 miles away. (Although it’s never that vacant.)
Summer’s coming. And with it vacations – yours and prospects. Are you in touch with deciders for your key opportunities to know when they’re off this summer? If not, your pipeline and forecasts may be off, too. Sure, things slow down in the summer, but you need to keep these opportunities moving to close. And, you need to put new prospects in your pipe during the summer, too. (Sales never takes a vacation.) Give it some thought now, and you can avoid the Dog Days of August.
Feature/Benefit – Or – Feature/Price – Interesting take on a time-honored belief.
Take One Small Action Now – For years, I’ve taught that closing a deal is the last of a series of smaller closes. Here is the same principle applied to personal/professional development.
PROBLEM VS NEED – WHY YOU SHOULDN’T SELL TO A CUSTOMER’S NEED – Sorry for the CAPS, but it’s this writer’s style. If you go this route, and discover problems, you must follow with these questions: 1. How long has this been a problem (degree of impact on client company)? 2. What have you done about it (what hasn’t worked)? 3. How committed is your organization to dealing with the problem (willingness to listen/buy)? If you start pitching to the problem before you ask these key qualifying questions, they could just be throwing you a bone.