There are two types of people in the world: Those that make things happen and those that wait for something to happen. My observation is the vast majority of people are in the latter group. They get asked to do things all the time and then they react. They are reactionary. And then theyContinue reading “Because You Don’t Ask”
Category Archives: Sales Strategy
The Rainmaker Dilemma
The quote, “Nothing happens until a sale is made,” is a favorite motivation for moving the gears of a sales team. There are managers waiting to manage something and customer service people ready to respond to issues. But none of that happens until someone sells something. It baffles me how the point is often missed.Continue reading “The Rainmaker Dilemma”
Be Human
It’s so easy to get confused and enamored about the wrong things. I think we live in two different worlds. There’s the one world where technology is advancing at a mind-boggling and relentless pace. It makes us feel empowered with the elixir of advancement. On the other hand, human nature is pretty predictable and theContinue reading “Be Human”
Keeping Up A Cadence
Well, it’s another week and the business cycle continues with a certain cadence. Business professionals flood inboxes in the early part of the week. Things let up by the end of the week even to the point of complete checking out on Fridays before the weekend. When you examine how work is done, much ofContinue reading “Keeping Up A Cadence”
Listen to What People Do
You may have had the same experience, perhaps many times. You have met someone that is congenial and enthusiastic. Your meeting may have been over lunch or a series of conference calls. But then there is no next step. Maybe some politeness continues in your correspondence. But that is the extent of it. The worstContinue reading “Listen to What People Do”
The Power of Nuance
What is the difference between a possibility of closing a sale and a great probability of seeing sales close consistently? It usually lies in a few key nuances in your process or approach that can make a thousand percent difference in your results. You can waste a lot of time (and reputation) by skipping toContinue reading “The Power of Nuance”
More Effective Ways to Win Busy People
We all have had that unsavory feeling on both sides of a phone call. As a recipient, we check our caller ID and let the phone keep ringing if we don’t want to answer or are too busy. If we are the one reaching out, we have had unreturned calls and emails from those weContinue reading “More Effective Ways to Win Busy People”
Perfect vs. Real
Trying to appear perfect is merciless. It is irreducible. You either are or are not. You can’t be 95% and call it a success. If you are trying to go after perfect then you have to clear the bar and leave no stone unturned. This is great for big budgets and brands. They have immenseContinue reading “Perfect vs. Real”
Try This Simple Selling Approach
Most of selling is about staying on task and in rhythm. If you are in a large organization, then there may be stages, criteria and a bunch of data tracking and collection you are doing for your managers. But if you want to focus on the thing that will move the sales pipeline, it isContinue reading “Try This Simple Selling Approach”
Getting Commitment
The healthy exchange between two businesspeople is for one to offer value and the other to offer commitment. If one of these is missing, it’s a bad deal. It’s often hard to read a buyer’s motives. If they are receiving value during the sales process or initial discussions, they are more than happy to siphonContinue reading “Getting Commitment”