Why Sales Leaders Must Focus on Beliefs to Transform Sales Behavior

Why Sales Leaders Must Focus on Beliefs to Transform Sales Behavior

Why Sales Leaders Must Focus on Beliefs to Transform Sales Behavior I just began work with a new client whose baseline call recordings showed their talk ratios on initial sales calls with buyers were: Sales team 90% Buyers 10% The Sales VP reported that his initial use of a Mutual Agenda led to a conversation in which the buyer willingly opened up and shared their … Read more

Why Intent Matters

Why Intent Matters

Why Intent Matters People don’t argue with their own ideas. When you hear an indication of need on a discovery call, follow their thought. Two ways to follow their thought are: “Tell me more.” “Is there more I should understand?” Call recordings show both approaches work. But not equally. “Tell me more.”  is a command. A command may work in face-to-face selling because people fear … Read more

The Enlightened Customer Success Manager

The Enlightened Customer Success Manager

The Enlightened Customer Success Manager Koan = A paradox used in Zen Buddhism, usually a short statement or story that causes the hearer to take pause in order to develop enlightenment. CSM Koan= Assurances made by customer success managers reduce customer satisfaction. Has this given you pause? Let me explain. As I review CSM call recordings, there are CSM’s who make frequent assurances, such as: … Read more

Money and Power: How to Get to the Decision Maker

Money and Power: How to Get to the Decision Maker

Money and Power: How to Get to the Decision Maker I have discussed previously why co-building the business case is important in its own right. In addition, it opens the door to power. Power = person who makes the financial decision and controls the purse strings. Junior and/or technical people are often uncomfortable or unable to talk about money. You can use this to your … Read more

sales lessons from a heisman winner

Sales Lessons from a Heisman Winner

Sales Lessons from a Heisman Winner In his Heisman acceptance speech Caleb Williams said, “Don’t get bored with consistency.” His insight is valuable for sales performance. Most people tell me that it is not possible to have your questions for a sales call prepared in advance. While it’s true that no plan survives first contact with reality, it is not true that you should improvise … Read more

You Can’t Win a Conversation

You Can’t Win a Conversation

You Can’t Win a Conversation High pressure selling and arguing with a buyer’s objections will push them in the opposite direction and eliminate trust. Avoid whack-a-mole objection handling. Whacked buyers may stop voicing their concerns. That doesn’t mean the concern is resolved. Instead, stay left by validating their concerns and work to understand the reasoning behind the objections. When the buyer feels heard, you can … Read more

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like

A Lesson from a Sales Split Test: We Benefit from More Structure than We Like The Accidental Sales Split Test I started a call recording and coaching program with a client who had two sales teams. After the initial training, one of the team leaders created a checklist for a discovery call and required her team to check the boxes as they made their calls. … Read more

Staying to the Left of the Sales Pendulum

Staying to the Left of the Sales Pendulum

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome.  I’ve written about the Paradoxical Intent and anti-suggestions before, explaining if you try to “tie-down” a buyer, you will not gain agreement. You will create resistance. A … Read more

Re-Diagnose Need or Not?

Re-Diagnose Need or Not?

Re-Diagnose Need or Not? In my tip, Sales Up in a Down Economy?, I talked about how salespeople can win deals by demonstrating to the buyer that their new purchase will be put to good use. While you may not think managing the implementation is part of your job as a salesperson, it’s worth your while to stay involved. By helping Customer Success understand what … Read more

Sales Up in a Down Economy?

Sales Up in a Down Economy?

Sales Up in a Down Economy? The Bad News I never want to be a source of negative thinking, but there is reason to believe that a global recession of some magnitude is underway. Buyers in 2022 are already hesitant about expenditures and many will cut back. The Good News I have experienced ten recessions and they are an opportunity to keep the growth flywheel … Read more