“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling to sell because we are expensive. We need to lower our price.” Maybe. But first, before
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The sales cycle never stops. The sale doesn’t end with, well, the sale. So, what do you do after closing a sale? Being at the tail end of a customer engagement, it is easy to fall into the trap of “Phew! Done. Next.” After all, I closed-payment has been received. Everyone’s happy. This is not
#afterthesale, #crossselling, #customerfeedback, #neverstopselling, #referralselling, #salescycle, #salesmindset, #salespipeline
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only to hear, “Can you call me next week?” Sales is physically demanding. The events include chasing
#curiosityovertenure, #humanconnectionwins, #lessonsfromsalesfailure, #salesmindset, #salesrejectiontruths, #salestips, #salestruths, #staminabeatstech
“Displaying your intelligence to the buyer is displaying stupidity” Remain Dumb. Stupidity gets you places in selling. Yes, I know. You’ve been told that speaking intelligently and looking intelligent gets you places. True. And in this taking selfies, peer driven, Keeping Up With the Kardashians world, it will. But not in selling. To thrive in
#activedumbness, #humilityinsales, #salesadvice, #salesintelligence, #salesmindset, #salessecrets, #SalesSuccess, #saleswisdom, #sellingtips
In selling, practice doesn’t make perfect, it makes better. The sales ecosystem being imperfect is something to think about, not dwell upon Dear salesperson, constantly complaining that the system—process or product— is imperfect will only get you sounding like a dripping tap. Repeatedly lumping your entire dismal performance on “the inadequate system” may be what
#b2bsales, #keepgoing, #salescareer, #salesgrowth, #SalesLeadership, #salesmindset, #salesresilience, #SalesSuccess
If business unfolded in real life as it does on Microsift Excel, everyone would be a businessman…and if selling were the only skill necessary for the business to thrive, the salesperson would have it easy. What irony! Many employees shun sales, yet all who start a side hustle—or outright business—crave it. All the same, the
#businessgrowth, #businessowner, #entrepreneurship, #salesmindset, #salespeople, #salesstruggles, #smallbusiness, #startup
Selling is giving a service. This is why every employee must think like a seller. You want a plumber with some basic understanding of electrical work. We want elastic skills as employers but shun them as employees. Strange. Selling is giving a service and giving a service is selling. It is the perception that selling
#B2B, #CustomerService, #elasticthinking, #employeedevelopment, #everyemployeeisaseller, #salesculture, #salesmindset, #serviceexcellence, #servicemindset
Information used to flow one way, from seller to buyer. Today, the buyer is flooded with data, opinions, and reviews—they often know more about your product than you do. Building relationships over chasing transactions is more relevant today than ever. A decade ago, the internet was just beginning to shift the balance of power. Now,
#b2bsales, #customerrelationships, #longtermgrowth, #relationselselling, #salescoaching, #salesmindset, #SalesStrategy, #trustbasedselling
Globally, even with rapidly changing technology replacing many jobs, the one profession that is still growing is sales. Paradoxically, the sales person isn’t. Why do most sales people fail? Most salespeople fall on the wayside and many grow into inefficiency. This is the tragedy of the sales profession. A worrying number of experienced salespeople aren’t.
#b2bsales, #careerdevelopment, #salescareer, #salesfailure, #salesgrowth, #salesmindset, #salestips, #salestraining
“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting — and following through to getting the appointent—remains the most important step in the sales cycle. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the
#b2bsales, #gettheappointment, #prospectingisselling, #salesmindset, #SalesProductivity, #SalesStrategy, #salestips, #sellingskills