When it comes to sales performance, we often listen to “stories” versus looking at the numbers. Details can vary, and sometimes they are what we want to hear instead of the facts and figures, which confirm poor sales performance. Let’s face it – numbers are cold and at times, cruel. They can be downright horrible …
You may have heard that selling is a science and art, but what does that mean? Science is the systematized knowledge of a field. Therefore, the science of selling is understanding the mechanics and processes of selling. Logically, anyone engaged in sales needs to commit to learning the science of selling to succeed in their …
Diehard baseball enthusiasts closely monitor statistics. It may even be said that no other sport tracks every play and records the stats on each player to the extent that baseball does. Most baseball fans understand these stats and revel in hearing the numbers about their favorite player. Along those lines, one of the most intriguing …
In sales, you are unknowingly competing against an unimaginable force. What is it? It is the influence of past commitments as determined by your prospects. What I am about to share with you is an insight into one of the most influential theories related to the buying decision. You might think that this sounds complicated, …
Everyone appreciates a durable product. We like it when we buy a quality item, and it lasts for a long time and if applicable, provides us with excellent service. On a much larger scale, investors appreciate durable businesses that provide long-term, sustainable returns on their investment. Moreover, as an investor, you know that discovering durable …
Are you open to new ideas? What if it comes from an alternative source or even from someone lacking accreditation? Perhaps an unconventional solution is presented by someone from outside the industry – would you take it under serious consideration? Previously I wrote an article, “Sales Moneyball” based on a baseball recruiting concept that when …
One of the reasons I like sales is because it is all about performance – you either get results or not. There is nowhere to hide. Every day, week, month, and quarter salespeople report performance results – good or bad. Is one of the keys to improved sales performance the use of a customer relationship …
Are you in a business where you have numerous competitors? If your answer is “yes” here is something to consider: How difficult is the buying process from your customer’s perspective? It surprises me how some companies make it challenging for a prospect to buy their product or service. What’s more, the situation might be that …
I recently came across this piece of advice – if you have five minutes to get out of a sticky situation, you should spend three minutes figuring out how to get out of it, and two minutes doing it. This suggestion illustrates the value of having a plan and executing it. Yes, over the years …
In my previous article, “Think Like an Entrepreneur,” I outlined the benefits that result when salespeople think and act like owners of the business they represent. One of my readers commented that “it is easier said than done to get salespeople (or employees in general) to act like owners.” I completely agree with my reader; …
Three Strategies to Motivate Your Sales Team to Take Ownership Read More »
What can a salesperson do when he realizes that a rule maker manages the business he represents? What do I mean when I say that a rule maker manages the business? It means that over time, an empowered manager implements unnecessary rules to curtail the company’s expressed service and to lower expectations on delivered goods …
There is a business model rooted in psychology generally known as the four levels of increasing competency. No doubt you are already familiar with this concept, but you may be interested to learn how it applies when training someone how to perform any job. The actual origin of the ‘conscious competence’ learning theory is uncertain …
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