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Perhaps some fundamental sales coaching might be in order?

If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make assumptions regarding sales skills that have been developed …

Professional sales is a marathon, not a sprint

You should never compromise your character or integrity to win any one deal. I guarantee it will have an adverse effect on your long-term success. In addition, don’t take a sales job if your intention is to make a quick buck and move on to another opportunity. In my career, I have witnessed reps make …

Are you a price-based sales person?

  Why do some salespeople believe that price is the most important ingredient in making the sale? They begin their sales campaign by emphasizing the lower cost of their product. Or even worse, by telling prospects that if they can make a decision before the end of the month, they will enjoy a 20 percent …

Do you recognize this device?

When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone booths were not even push-button! You …

Thinking outside the box

    If you could guarantee that when you flipped a coin it would always land on heads, you would certainly have an edge in a coin toss. That’s the strategy Steve used to tilt a major buying decision in his direction. “Out of the box” thinking turned out to be the deciding factor in …

Stay thirsty, my friend!

What can we learn from “the world’s most interesting man”?   Regardless of the product or service we sell, are we fully taking advantage of the emotional factor associated with the sale? Emotions are certainly not the only reason a product sells, but it’s hard to argue that there is no emotional component to professional …

How will you make quota in 2018?

  Don’t make the beginning of 2018 simply an extension of how you approached your sales territory in 2017. Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming year. Look …

What is your response to this objection?

  There is a particular objection that comes in many forms. And the fact is, many sales folks struggle — and some are at a total loss — when faced with it. Some reps will immediately fold their tents and never return! After all, why waste time when your prospect utters these familiar words? You …

Please show me “Senior Management” on the org chart

  In 1983, while representing Telex, I was working on an opportunity to sell personal computers to Noxell Corporation. Noxell is the company that manufactures Noxzema as well as the “cover Girl” line of cosmetics. I had worked the account for 3 years and had a large number of displays and printers installed. Additionally, I …