What is Sales Performance Analysis?

A Sales Performance Analysis is a way of assessing where your business currently stands compared to where it wants to be in future. It uses industry businesses standards, performance, and other elements for comparison. It shows the gaps between the current state of your business and how it should be performing and what are the…

Create Rapport With Anyone

You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness – you don’t have to ‘like’ the other person; it is something we do with another person. Remember that rapport is a process, not…

How to Avoid Hype When Selling

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Visit any car dealership and just stand still to get a taste of this practice. Hype appeals to the imagination, both on the part of the salesperson and customer. The problem with hype and imagination during the sales of…

Cold Calling Sucks, But it Works!

Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really…

Make People Want to Buy

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to…

Business Culture and Introverts

Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read,…

Why Do You Do What You Do?

In our experience, what lies just under the surface of successful sales executives are complicated layers of identity and mission. While there are two consistent external reasons for doing this work, our internal motivations are as wide ranging as stars in the night sky. It’s these internal factors that most often help us succeed –…

3 Reasons Why Sales Training Fails

When it comes to sales training, we’re missing the boat. North American companies are spending billions of dollars on the latest sales training process but are still unsatisfied with the long-term results. While sales performance may improve in the short term, multi-year studies have shown that sales performance actually continues to decline well after the…

Hit or Miss Doesn’t Work in Selling

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to make assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part…

How to Reframe Objections

Many sales techniques focus on the “why’s” of the prospect (why they feel a certain way). A very powerful sales technique is called sleight of mouth, and what it allows the salesperson to do is re-frame a negative objection into a positive benefit for the product or service. Imagine that you are selling a kitchen appliance. You have demonstrated…

How to Handle Price Objections

Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections. Price objections…

The Mistake of Overselling

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. You might account for that by saying that this…

Order Taker vs Order Maker

Consider the following email by an active head of one of the largest software company in America: “Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $250,000 a year if that person delivers, and a person’s earnings from $10,000…