SALES CONVERSATIONS

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 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 initial...

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Little Words, Huge Impact

Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say…and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that would’ve been best left unsaid. Words are mighty and the...

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One Question To Launch Your Annual Business Review

The year-end is here. Is your sales team in the midst of their big push? Wouldn’t it be great to not be in crunch mode at the end of the month, quarter, and year next year? It is possible with a plan of attack that begins with a review of what worked and what didn’t this year. Make this review easy. Start with ONE question to launch...

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4 Ways to Stop the Data and Detail Dump!

You’ve finally got the meeting or someone has paused long enough on the phone for you to talk. What happens then? Do you start talking quickly to explain what your product is about? Explaining the features and benefits they should care about? Pitching the information you think everyone should know? Stop! Too much information too soon stops...

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It’s Time to Pause and Say Thanks

Thanksgiving is my favorite holiday. There are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned upon. I appreciate the focus on thankfulness at work and home. It’s a great time to pause and say thanks to customers and employees alike. You can ignore political, ethnic, and religious constraints and truly...

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The ONE Question You Must Answer Correctly to Win Sales

After spending two weeks at conferences and trade shows, I noticed something simple, and yet so important to your success. When someone asks you, “What do you sell?” Or “Tell me about your product…” There’s a more important question beneath the question. What your prospects or buyers are really asking is,...

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