Preparing To Be a Player

Preparing To Be a Player

Preparing To Be a Player As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances. In the sales profession, we often enter into a negotiation with little to no preparation. As a result we rely heavily on instinct. Instinct tends to drive us … Read more

Lessons From a Savvy Seller

Lessons From a Savvy Seller

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order. When his old boss asked how he intended to … Read more

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”? 95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth.  Why do we feel the need to “give to get?” This widely held belief is based on the idea of “qualifying” the buyer. Qualifying is extracting information for the seller’s purposes. There’s a need for … Read more

The Tie Down

The Tie Down

The Tie Down In one of my recent Software Sales Bootcamps, one of the participants mentioned that all the sales training he’d had up to that point conditioned him to get the potential buyer into a “yes” mode.  The theory is that if they say yes once, they will say yes again.  Getting them to agree with you on a small point, opens up the … Read more

money before technology

Money Before Technology

Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology. This saves … Read more

Relationships Take Too Long

Relationships Take Too Long

Relationships Take Too Long “I see the value of relationships, but sometimes I think that takes too long.” This statement was made by a salesperson in a Software Sales Bootcamp, and raised a key point of how to establish rapport with a buyer. I’ve listened to thousands of hours of sales calls, and I’ve heard salespeople try to break the ice by starting out with … Read more

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year We all know that most resolutions fail because people often call out large goals without an understanding of what it takes to achieve them. Rather than saying that this year you want to sell more, or make money, focus on small changes that will help you achieve big results. Use this list as a suggestion to brush up … Read more

Why asking “I am curious” is disingenuous

Why asking “I am curious” is disingenuous

Why asking “I am curious” is disingenuous I’ve talked before about the need for salespeople to be curious, so it may come as a surprise when I tell you not to say you’re curious. To be curious is a mind set. To say, “By the way, I’m curious,” is another thing entirely that can feel disingenuous because the question is hiding a deeper motivation, and … Read more

Why is Consultative Selling Better?

Why is Consultative Selling Better?

Why is Consultative Selling Better? In a recent Government Software Sales Bootcamp, I put up a slide comparing the traditional selling system with the more modern consultative selling system: Original Selling System Present Handle stalls and objections Close Consultative Selling System Qualify Present Close It was no secret that I’m in favor of the consultative selling system, but I asked the students to discuss why … Read more

Close the Door on the Close

Close the Door on the Close

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret.  Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut … Read more