If you’re selling your product, STOP! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint. It’s not the product your company makes and it’s not whatever services they offer. You’re not selling some cool feature. You’re not selling how inexpensive it is. You’re not selling the convenience of your product. You aren’t selling anything that comes from your company. _____________________________________________________ What you are selling could be
It happens almost every summer. Families go on vacations. The client’s workforce decreases by 20%. Budgets are adjusted. Making your number for July and August is next to impossible. Though you have adjusted your personal workload during this time, the reality is that YOUR family wants to go on vacation and have that Honey-Do-List knocked out. Your kids are in sports and they expect you to make it to the games. All of these demands
It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back? 2 times, 3 times, 5 times, 8 times . . .10 times? Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and
No one Cares about YOU or Your company! Rule number one in sales, no one cares about you or your company: No one cares how long your company has been in business or who your customers are. No one cares where you’re headquartered or how many offices there are. No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years. No one gives
I thought this was an interesting infographic. As sales people, we spend an inordinate amount of time trying to communicate with our prospects and buyers. Therefore, it seems to me we might want to get it right. This infographic suggests nothing in the subject line get’s open the most. Well duh, any “Re:” suggests the recipient is responding to something they sent out earlier. Therefore in essence, the recipient in an “Re:” is reading their
I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. Successful cold calling requires messages that capture your prospects attention and motivates them to call you back. In this ebook, I break down the science behind capturing people’s attention and how our brain is designed to tune some things out,
Quota is hard enough to make as it is. It takes hard work, focus, and commitment to honing your skills. Only 52% of sales people make quota. The reasons why vary, but I can tell you this. Doing these things will make for sure you don’t make quota. If you are dong these things, STOP! They just make things harder. Not work super hard claiming the economy is still slow Worrying about things you can’t
I wrote about the importance of intrigue in cold calling awhile back. We’ve now added a video. It’s that important. The ebook/white paper isn’t done yet, but will be shortly. So, stay tuned. Also, we’ll be launching A Sales Guy U soon, where all my video’s and ebooks will be available.