I was speaking with a colleague the other day who was frustrated because the deal did not close in the first meeting. (Typical Sales cycle is six months to a year). He said we need to go back and present because they had not delivered enough for the sponsor to sell…
More and more often now, I am working with people and doing presentations over the phone and the web. This is very convenient both for me and for the buyer/audience. Many buyers report they would rather get introduced to a product or concept this way versus the traditional face to…
I don’t know what you sell, but when you are cold calling, you are an interruption. Your prospects are not waiting for your calls. In fact most of them would rather you didn’t call. As a sales professional I am always exploring ways to become better at the skills of…
When I first got started in selling, I mean really started, I had a boss named Jon. Jon’s motto was that if weren’t a little nervous in a sales call you weren’t working hard enough. What he was trying to instill was the need to stretch always for the bigger…
I received a call last week from Bill. A mutual friend suggested that we talk. Bill was looking for a new job and was very interested in telling me about himself and what he could do and where he had been and how much he wanted to make. Always looking…
How many times have we seen a seller show up on our doorstep and start selling? In the words of one colleague they “show up and throw up”. This often happens
with new reps as they are typically taught all about presenting but not a lot about exploring the buyer’s situation. And sometimes it is in response to the buyer who says “Show me what you’ve
got.”
Yet this is where so many go …
