PROBLEM VS NEED – Why You Shouldn’t Sell to a Customer’s Need

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you.  I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need? We’ve been taught for years to find our customers needs and then sell to them. We have been taught to ask lots of questions, find their need then

Do You Know What Your are Selling? [Video Post]

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

Teach, Don’t Sell

Teaching is about providing quality insight as part of the sale. If you’re a sales person, you’re a teacher. Do you remember your 5th-grade teacher or your biology teacher Jr. year?  Good, cause that’s you now. Like Miss. Kennedy or Mr. Jackson, it’s your job to cultivate the mind of your customer and help develop their mind around the problems they are trying to solve.  If you’re in sales you’re a teacher and the better you

I don’t give a Shit About Sales Status!

Status is the lame update salespeople share… I don’t give a rat’s ass about a sales opportunities status in the pipeline and as a sales manager neither should you. What is “status?”  Status is the lame update sales people share during the weekly pipeline meeting.  It’s the pathetic review we sales managers accept from sales people  when we don’t have a strong cadence and pipeline review process in place.  They go like this: Sales Manager

Make Your Prospects Say No!

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!

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

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Can You Pass The Question Test?

Would you like to take a test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you could have a conversation without making a single statement?  Could you do it without turning the conversation into an interrogation and making the other person/people uncomfortable? How long do you think you could ask questions before you made a statement or became uncomfortable?