How your beliefs impact sales success

How Your Beliefs Impact Sales Success

How Your Beliefs Impact Sales Success Beliefs Matter Most of us are familiar with the old saying: “I’ll believe it when I see it.” Most of us have probably said it ourselves. And meant it. Unfortunately, it isn’t mostly true. It may actually be more accurate to say, “I’ll see it when I believe it.” What we believe matters. The fact is that in the … Read more

Moral Matters - Sales Coaching

Is Morale Coachable?

Is Morale Coachable? Morale Matters Any connoisseur of great sports movies (and anyone with a pulse who saw the movie Miracle about the gold medal men’s hockey game between the USA and the USSR in the 1980 Winter Olympics at Lake Placid) knows for sure that morale matters. In the movie, coach Herb Brooks (played by Kurt Russell) delivers perhaps the greatest pregame locker room … Read more

The Surprising Power of Questions - Cricket player

The Surprising Power of Questions

The Surprising Power of Questions “Top-performing salespeople ask questions differently…” This is a quote from The Surprising Power of Questions by Alison Wood Brooks and Leslie John, Harvard Business Review May-June 2018. The quote is based on analysis of call recordings by Gong, a tech company that provides a sales call recording and analysis tool. The article is packed with research by various groups on … Read more

The Most Important Secret of Winning Sales Proposals

The Most Important Secret of Winning Sales Proposals Back Test A client hired a sales proposal consultant to improve her company’s sales proposals. After reviewing all the proposals, the consultant noted that the shortest proposals resulted in wins and the longest proposals tended to lose. The CEO said, “In hindsight it is obvious. We provide thick proposals when we aren’t sure which solution to provide … Read more

Start a Sales Call Strong

Start a Sales Call Strong Mutual Agenda The first step in the Software Selling System is to establish a Mutual Agenda. This sales tip is a quick reminder of the five elements of this sales skill. Timeframe Begin by confirming how much time both parties have for the conversation. The Buyer’s Goal for this Conversation Ask the buyer what their goals are for this conversation. … Read more

Why Buyers Don’t Buy

Why Buyers Don’t Buy Why Buyers Don’t Buy It’s not when they tell you that your price is too high that they don’t buy. They don’t buy when they don’t buy that: They have a problem The problem is costing them money The problem can be fixed You can fix it

Motivation for Sales Prospecting

Motivation for Sales Prospecting Sales prospecting, the way most salespeople do it, damages their self-esteem. The psychological cost is clear, immediate and certain. The pain outweighs the potential, uncertain, long-term benefit of this dial. Maslow’s Hierarchy of Needs The best explanation of human motivation is Maslow’s Hierarchy of Needs. Maslow said humans need certain things – food, security, shelter, social interaction, self-esteem. Motivation comes from … Read more

One of the Most Important Sales Techniques is Not a Technique

One of the Most Important Sales Techniques is not a Technique Intent Trumps Technique The intent behind sales techniques determines their effectiveness. Sales techniques used without an ethical underpinning will be seen as tricks or manipulation. No buyer wants to feel manipulated, so it’s important that the intent behind sales techniques is that they serve the buyer’s and the seller’s best interests. In the Software … Read more

The Need Diagnostic: How Buyers Decide

The Need Diagnostic: How Buyers Decide This post continues the discussion on how buyers make decisions that began with How Buyers Decide Part 1  The Need Diagnostic The single most important sales skill is the Need Diagnostic. The general principle: People have needs but don’t want to be vulnerable, so people hide their needs, even from those who can help. In order to complete a … Read more