This may be a painful exercise but try it. Draw a line across a sheet of paper. Start by noting the year of your birth at the far left of the line. That’s easy.
Closing the sale is only the beginning of the relationship. Work as hard to keep the relationship as you did to establish the relationship. If your client fires you, it is generally because you are inattentive to them.
Are you finding that your sales calls are filled with gamesmanship? Are you and your prospect or clients continuously jockeying for position during a sales call? Do you find neither of you always have a clear and concise understanding of what happens next? Read more about our clear steps in how to execute a prospect sales call with the UFC Strategy.
Traditional selling systems tend to push the envelope. Maybe that’s why the perception of salespeople, and the hard sell, has left the sales profession with labels like “aggressive”, “greedy” and “sleazy”.
They talk in torrents. They spew enough verbiage to soak the most resilient listener. They conduct a drop-by-drop word torture that swamps and then drowns their audience.
Trade shows are to salespeople what Christmas is to retailers. All year long you look forward to a brief period when you have the potential to sell a great deal of merchandise.
If you’re a sales person, you might be asking yourself, “Self, (that’s what I call myself) should I invest several thousand dollars in additional training?” Do I want to invest that much in me? Am I worth it?
What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? ...
When you think about some of the most influential and successful leaders throughout history – I doubt you will find many who didn’t receive some form of coaching.
Part II is a continuation from Part I of the eight-step strategy of the Up-Front Contract (UFC) of a sales call. Communication is key and using these steps will ensure to lead towards a smooth, honest and meaningful sales call. Please see the previous post for a more in-depth look at the first four steps.
For some people, decision-making is a painful process – for others it’s a “no-brainer”. For some, all decisions are tough decisions – for others there are few tough ones.
Two Part series about creating a process of making decisions more bearable in management and executive roles. In part one we discussed three decision-making tools to augment the process you use to make the decisions you can comfortably live with. In part two two more theories add to the repertoire.
We’ve been focusing on management hiring the right people for the last couple weeks. Now it’s appropriate that we take a look at how sales people can be efficient at finding the right sales position. Here’s a unique interviewing technique 180 degrees opposite the traditional approach to “selling” a prospective employer on hiring you.
In Part 1 of 2 we reviewed 4 necessary steps to take “before the interview” and the first 5 steps to take “during the interview”. Here in Part 2 of 2 we will conclude the steps (6 – 11) “during the interview” and the important steps to take “after the interview”.
How often have you listened as someone rationalized his or her mishandling of a problem by externalizing its source: "I can't meet my quota because...," "My territory’s too small," or "Our prices are too high"?
