Did you hear the one about great salespeople being great talkers? They have the gift of gab and they dazzle their customers into buying anything. Some salespeople even believe it. It's the biggest myth in sales. Here's how it got started and why it is a myth.
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The Biggest Myth in Sales
Jul 31,2012 2 comments |
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Step One on “How to Wow”: Remove all the dissatisfiers
Jul 31,2012 6 comments The goal of any company is to attract and retain customers. In order to retain customers, you must provide service that will exceed the expectations of the customer. If you only meet the needs of the customer, there is a possibility that the customer will defect if there is a future choice of something new, different or less expensive. So how do you wow the customer? [click to read more]
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“Know Everything You Can About Your Prospects!” – An Exercise in Futility
Jul 27,2012 3 comments In an earlier blog, Did You Get the Order?. . . , Jeffrey Gitomer wrote “Your job is to know everything you can about your prospect's business — their market, their needs, their customers, and their people. Know their buying motives, how they profit, and how they produce.” [click to read more]
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Evolution of a Salesperson [INFOGRAPHIC]
Jul 26,2012 6 comments How did we get here? The infographic below gives you some insight into how we see the world of professional selling today and helps you rethink your role as a salesperson. [click to read more]
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Recession Proof Your Sales Force
Jul 25,2012 4 comments As the leader of your organization, the next 6 months will prove to be more pressure-filled then you may have experienced in years. With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable. Companies will look to cut costs and the first place to start is the sales force. The sales force is your company’s most expensive promotional resource. [click to read more]
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“Active Graphs” Tell a Powerful Story
Jul 24,2012 3 comments Graphs are one of the most challenging visuals to get right. Often they’re cluttered and the message isn’t clear. They typically need someone to decipher them. That’s not helpful if you’re trying to be persuasive and make a sale. [click to read more]
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Changes in Lead Generation [2012 Metrics Report]
Jul 23,2012 2 comments Our 2012 Lead Generation Metrics & Compensation Report is now available. This year's study is based on a survey of 197 B2B companies with inside sales groups. This report is focused on the lead generation (sourcing pipeline) model. In our fourth report since 2007, we are attempting to not only share where we are now, but also where we've been and what it all means. |
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Would I Lie to You?
Jul 23,2012 2 comments Would I Lie to You? Would I tell you something that wasn’t true? Yes, it’s the Eurythmics song from the ‘80’s. Lying is also a common complaint among negotiators. Mostly, we focus on big stuff: the fraudulent comment or the obvious bluff. There is a much more prevalent and insidious type of lie, though. Lying Qualifiers You know, those little phrases that indicate that you are about to tell a lie. [click to read more]
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Not Making Enough Profit? This Could Be Why
Jul 21,2012 2 comments I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. [click to read more]
It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know. Of what you do not know? What do I mean by this? |
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Deborah Gardner Challenges You!
Jul 20,2012 2 comments |
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The present economic climate – don’t buy in!
Jul 20,2012 5 comments I don’t bury my head in the sand and so continue to listen to the news on the radio, catch some of it on TV and read the occasional newspaper. When I see what many experts have to say about the economy, I think that for many people it is a bit like being stung by a deadly scorpion. The sting itself doesn’t kill you but the poison seeping through your veins and arteries could well do if you don’t get an antidote fast. [click to read more]
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SOLDLAB Weekend: Generation Y Business
Jul 19,2012 2 comments Today many of us are getting more and more concerned about what the future of business is. Will it be totally different? Or maybe there'll be no business at all, and the humankind will invent something completely new. Who knows... We know! At least, we can imagine what or who we're going to deal with in the future. Watch it and have fun
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How to Increase Your Sales: Selling to Different Personalities [Video]
Jul 18,2012 4 comments Many sales have been lost because the sales person was unable to effectively connect with his/her prospect. Sales expert, Kelley Robertson, explains how you can increase your sales by learning how to sell to different personalities. Watch the podcast
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Tips To Optimize Your Social Media Routine
Jul 17,2012 2 comments Has your social media routine become out of control? Do you find that you are spending hours a day on a variety of social media sites trying to acquire a following? When we take a good hard look at how much time we are investing in our social media efforts, many of us will discover that hours upon hours are being used. This excessive amount of time, spent on trying to acquire more customers and leads via social media platforms, is actually working against you. [click to read more]
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Honor Thy Customer Before He Leaves — Not After
Jul 16,2012 1 comments In three years, I’ve never felt as loved as I do now by the cable service I just dropped, Cox Communications. Why? Because at the end of March, Verizon Fios will be the new communications provider at my home. And I feel heartsick for Cox — I’m not leaving Cox because I love Verizon more, but only because the Verizon package costs much, much less than my unbundled services. [click to read more]
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Design Your Screens for Maximum Impact
Jul 14,2012 3 comments I don’t know about you, but there are days when I feel absolutely bombarded by information. We’re living in a world of information overload. By the end of the day, I can’t remember any of it. It’s critical we don’t design our presentations to mirror the real world … or do we? Simplicity, clarity, focus. These are three important words that should affect your presentation design. In other words, “Cut the clutter!” And while your presentation should be about one thing, so should each of your slides. [click to read more]
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Deborah Gardner Challenges You!
Jul 13,2012 2 comments |
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Jerry Stiller on Sales
Jul 13,2012 3 comments Actually, Jerry Stiller didn't talk about sales, but I just watched his Capital One commercial again where he says, "People. Look at you. Texting. Blogging. All this technology, but you're still banking like pilgrims..." Some days, I know that I must sound like Stiller when I criticize companies that are still selling like pilgrims. They still expect the techniques, tactics and tricks that worked in the 1900's to work today. [click to read more]
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The 5 Biggest Sales Management Coaching Blunders
Jul 12,2012 3 comments Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders. [click to read more]
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Three Sales Myths That Derail Sales Results
Jul 11,2012 1 comments In today’s point and click society, the art of thinking and questioning is starting to become a thing of the past. Many people read or hear something and accept it as the truth without really questioning the validity or business case behind such information. I have found that many sales organizations believe in three myths that make no sense to me. [click to read more]
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