SALES CONVERSATIONS

Stop the Lose-Lose-Lose Selling and Increase Your Close Rate

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” One by one they responded. At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure. What was interesting is that the leaders had chosen the topic of...

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Why You Must Avoid Value Blindness in Sales Conversations

Beauty is in the eyes of the beholder, wrote Plato in the 3rd century BC. Well, so is value, writes me today. If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. Value blindness can create a big problem when trying to...

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The Language Barrier That Can Kill Your Sale

As we planned a trip to Europe for a family wedding, my husband was very happy that we were going to be in two countries where “they speak English.” He thinks the language barrier when communicating in a second language is stressful for everyone involved and kills some of the fun. But boy was he¬†was he surprised to find difficulty...

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Sometimes You Just Have to Drive

She handed me the keys and said, “Enjoy your trip.” I stood in front of the counter stupefied…didn’t she know? Didn’t she know I have NEVER driven on the “wrong” side of the road while sitting in the driver’s seat on the “wrong” side of the car? I stopped her and said, “I...

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What Not to Do When You Hear a Sales Objection

It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales...

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Never Ever Ever Make the Same Stupid Sales Mistake I Did

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago...

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Why a Win-Win Sales Approach Falls Short for Winning Big

For so long, we’ve been told to focus on win-win solutions and win-win negotiations. Yet in a traditional win-win situation, the goal is for two stakeholders–typically the buyer and the selling company–to win. Where does that leave you, the seller? When you close a sale, who really wins? Is it you? Your customer? Your company?...

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The Hidden Phenomenon That Makes Your Meetings Unproductive

When is the last time you walked out of a team meeting and thought, “Wow, everyone was engaged, involved, and participating?” From what my clients tell me (or should I say complain to me about), this doesn’t happen very often. Instead, most people leave their meetings thinking: I hope everyone does what they need to now. That...

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Premature Proposals Promote Poor Performance

Did you read the title? While it’s definitely a tongue twister, it’s always truth: Premature anything in sales is a BAD practice. Unfortunately, premature proposals promote poor performance way too often. Here’s how it happens… You finally get a “live” prospect, either in person or a phone call, and after some...

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