There are a ton of ideas, phrases, and beliefs in sales practices that make me cringe. They’re outdated, ineffective (at least now, if not before), and do way more harm than good. But the one that might be worse than all the others is “assuming the sale.” I shudder every time I hear a sales …
Stop Assuming the Sale (or learn to do it better!) Read More »
Learning how to do anything in life takes plenty of practice. Yes, that includes learning how to be a successful sales rep. It doesn’t happen overnight. The problem is that most salespeople aren’t given the space or time to practice. Most aren’t even given a suggestion to find it themselves. That’s why having a …
How to be a Successful Sales Rep: You Have to Practice Read More »
If you google “effective sales conversations,” you’ll probably see many results with a list of communication tactics that will help you close more deals. But there’s one that doesn’t get discussed very much, and it’s not a tactic. It should be part of your entire mindset around selling. Skepticism. When most people hear that …
Effective Sales Conversations Start with Skepticism Read More »
Believe it or not, if you want to know how to be the best salesperson, start by thinking about the traits of professionals who serve others. When you ask somebody to think about the most helpful professions, they’ll probably say teachers, medical professionals, emergency responders, or clergy. Understandably so. Salespeople… probably won’t be anybody’s …
How to be the Best Salesperson: Be a Helper First Read More »
There may be a lot of debate about what makes a sales rep successful, but I believe it comes down to six traits everybody can gain or improve. I call these traits SHERPA. SHERPA is a sort of sales methodology without really being one. It’s more about communication and mindset than the “sell, sell, …
What Makes a Sales Rep Successful: Being Resolute Read More »
As much as we don’t want to admit it, we all have things we would rather avoid in sales. Maybe you just don’t like it, or perhaps you’re a bit scared of doing it. But you can start overcoming fear in sales and refuse to let it hold you back. There’s no shame in …
Overcoming Fear in Sales by Smashing Your Kryptonite Read More »
If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about what I believe to be the different essential traits of a successful salesperson. I came up with an acronym that both lists these traits and embodies what a salesperson does. They use their knowledge and experience to lead …
Let’s face it, none of us close every deal. The world isn’t always sunshine and rainbows, and even the best salespeople get turned down. But knowing how to respond when your prospect says no can make or break your entire sales career. Why Prospects Say No There are many reasons why a …
Every business owner, entrepreneur, and salesperson I talk to is always looking for more leads. I get it; if you want to make more money, you need more people to talk to. But sadly, most businesses don’t actually need more leads. They need better sales processes. Here’s the thing; most businesses wouldn’t see any …
Saying no seems like the opposite of what you want in a sales conversation. We’d like to eagerly both give and receive yesses with our prospects. While it sounds good in theory, the power of saying no to unqualified leads is just as crucial for your business as bringing in qualified clients. Many productivity …
