DEI Principles
I have never been happy with the word, and subsequent use of the “proposal” in sales. It just seemed to me as being too dry to represent anything but the price.
Archive for the ‘Uncategorized’ Category
Proposal vs Recommendation
Tuesday, November 3rd, 2009What is a Good Day for a Salesperson?
Monday, November 2nd, 2009If you’re a sales manager, I would like you to take this opportunity to picture one of your salespeople in your mind’s eye, right now. This could be your favorite team member, or it could be a person you’re having some challenges with at the moment.
Are you picturing that salesperson? Good. Now answer this question. [...]
Hiring – The First 200 Hours
Monday, November 2nd, 2009Shortly after hiring a new salesperson, most sales managers will develop a case of “tunnel vision” by setting their sights on one single, seemingly all-important metric: the first closed deal that salesperson posts. Assuming that your process does not incorporate a single-call close (a decision to buy that occurs on the very first appointment or [...]
Interviewing the Next Salesperson
Sunday, November 1st, 2009Salespeople are not trained like other professionals. Very often, they are not trained at all — or, to be more accurate, they are primarily SELF-trained. It’s what they’ve already trained themselves to do, and how they’ve trained themselves to think about selling, that you want to uncover, because you are not very likely to change their existing modes of thinking.
Dangerous Sales Myths
Saturday, October 31st, 2009To succeed in sales – in the long term – you need to know what you are doing and why you are doing it. When I ask salespeople do they know what it is they are doing and why they are doing it, their response clearly tells me that they are in fact, operating to a set of mis-conceptions and assumptions that means they will probably never reach their natural potential.
Selling in Hard Times
Tuesday, October 27th, 2009Hard times? 4 really practical things you can do this week to get your sales moving
Unless you’re resting in some unusually cosy comfort zone, you probably need to get sales moving. And the chances are, you’re about to make these classic mistakes…
What is a Sales System
Saturday, October 24th, 2009I’d be surprised if the topic of sales and selling hasn’t been in your conversation of late. Many owners and managers have begun preaching the “sales message” to their salespeople.
