Sales

How do you picture yourself?

The key to growing your business in the next 12 months is not about your marketing campaign. It isn't about how you craft your sales pitch. It isn't even about the periodic price discounts you offer.

“Return on Investment” in business is predicated on the ability of the company to deliver as promised in product, profit, and its accompanying service.

When a customer says “I want to think about it” or “I need some time to think it over” it's one of the most frustrating expressions a salesperson can hear. You feel helpless, or if you've been poorly trained, you lapse into some manipulative dialogue that proves you’re both a bad salesperson and you’re only there for the money.

Every salesperson is looking for the fastest way, the best way, and the easiest way to “close” a sale.

You're in a first meeting with a new potential customer. It's a pickle processing plant. You sell mechanical and environmental systems to a wide range of commercial and industrial companies.

Steve had just been through some trust-based sales training wherein he learned that he should eliminate sales pressure and just try having a conversation with prospects and customers.

Some of you know that in a past life I worked in metallurgy.

Take a look at your company's sales pipeline. Of the prospects categorized as “high-probability opportunities,” how many are qualified as “ready to buy?” What evidence exists to support their readiness?

Travis was late for a meeting. His phone rang as he scurried from his office. He went through the normal, “Answer? Or voicemail?”