Is sales success in the DNA?

Is sales success in the DNA?

Is sales success in the DNA? For years I have assumed great sprinters just had DNA that I did not have. While there certainly is truth to this, it’s only a partial truth. In recovering from a recent injury, I trained under Tony Santos who has worked with the Washington  Commanders, the Wizards, and several current college stars. He pointed out to me that the … Read more

Put some snot in your potatoes

Put Some Snot In Your Potatoes

Put Some Snot In Your Potatoes I’ve said before that sales negotiations are a game, and one of the most common plays a buyer has is the flinch: you state the price and they almost fall out of their chair. A client once told me she had just been to negotiating training for buyers and showed me eight pages of material dedicated to the flinch. … Read more

Don't Give Away the Deal at the End

Don’t Give Away the Deal at the End

Don’t Give Away the Deal at the End Salespeople can invest months building value slowly with a customer, only to give it away in an instant at the end of the sales cycle when a savvy buyer flinches at the price tag. If a salesperson believes the buyer has the money, and thus all the leverage, they offer unilateral concessions in order to get a … Read more

Is your ego stopping you from making a sale?

Is your ego stopping you from making a sale?

Is your ego stopping you from making a sale? One of the key tenets of my Sales Star Coaching Model is that a person’s current beliefs dictate the outcomes they will achieve. The idea is that the belief (sales = pitching) causes a person to act a certain way (lead with a pitch) and to get a certain result (buyers are not forthcoming because they … Read more

A new normal in sales

A New Normal in Sales

A New Normal in Sales A newly hired executive sat in on a sales call as part of his onboarding. He said, “This customer was very forthcoming. Far beyond normal. They told us everything. Pain. Cost of doing nothing. Their exact list of decision criteria. Budget. Process.” The call was recorded and we reviewed it with the sales team. The new team member thought he … Read more

3 Ways to Excite Your Buyers

3 Ways to Excite Your Buyers

3 Ways to Excite Your Buyers Most prospects are content to stay with the status quo because the personal risk associated with attempting change looms large. This is especially true if the need they have is something technical, like the monitoring of logs or single sign on. Intellectually they know things could be improved, but this is not a visceral or emotional pain point for … Read more

Do you understand FOFIP?

Do you understand FOFIP?

Do you understand FOFIP? A common sales strategy these days is to use FOMO (fear of missing out) as a catalyst to make something happen. What we don’t often talk about is FOFIP (fear of failing in public). People are more afraid of failing than they are of spiders. In fact, fear of failure is the number one reason people don’t try new things. This … Read more

Pain Drives Sales

Pain Drives Sales

Pain Drives Sales We’ve all heard the advice to focus on a customer’s pain points, but I recently had an experience that drove the point home for me. I was in a Pilates class and realized that everyone in the class, including the instructor, had started Pilates to recover from an injury. I had been hearing about the value of Pilates for years, but like … Read more

Avoid Sales Obstacles with a Mutual Agenda

Avoid Sales Obstacles with a Mutual Agenda

Avoid Sales Obstacles with a Mutual Agenda When you demonstrate that your goal for the conversation is to truly understand their needs, they understand why you are asking questions, and are glad to answer them. The context controls the outcome. A Mutual Agenda results in a better conversation for both parties, because: In any given sales interaction, left to chance, the probability that the buyer’s … Read more

The best type of sales questions? The answer might surprise you!

The Most Powerful Sales Questions

The Most Powerful Sales Questions The best type of sales questions? The answer might surprise you! Open ended? Closed ended? Interrogative led? Challenging? In The Surprising Power of Questions, Harvard Business Review May-June 2018, Alison Wood Brooks and Leslie John, provide an answer that agrees with my own observation of sales game film. The Best Type of Question? (Drum Roll Please!) Brooks and John conclude … Read more