This is the last blog in a 4 part series of #SalesFails where I asked the 4 brilliant and insightful sales experts in my Master Mind group to share their tips with me and The Selling Agency audience. From trainer and telesales guru, Lynn Hidy, founder of UpYourTeleSales, comes advice that aligns with one of...Read More
In the first of the Sales Fails series, our sales pro gave the advice to “Stop Hiding Behind Email” in order to build relationships, earn trust and close deals faster. This week’s expert advice comes from the founder of Top Lines Sales, Lisa Magnuson, Top Line Deal Coach. Lisa’s advice is a great recommendation for...Read More
Last week we kicked off a series highlighting costly Sales Fails from leading edge sales trainers and consultants around the country. With so much experience coaching, training and in the fields, my mastermind group of Women Sales Pros had plenty of examples to contribute. In the last post, we highlighted the #SalesFail many reps are...Read More
One of my favorite things I love asking sales people about is the worst sales experience they can recall. The stories I’ve heard range from “splitting my pants in a meeting” to “the customer fell asleep during my presentation” or this true story, “I walked in on my buyer making out with my competitor.” Yeah,...Read More
Most every sales person I talk to asks me the same thing, “How do I get buyers to listen to me? I can’t seem to get their attention, a call back or response.” My response is a question back to them . . . “What are you doing differently than the other 37 sales reps...Read More
Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall in love with the product...Read More
As progressive sales practitioners we work hard to get our clients focus on articulating and demonstrating their value to earn more sales. Recently, a business owner I’ve met several times, let’s call him Mr. Discouraged, approached me at an event and he said to me, “Look, I read your blogs and I’ve been doing this...Read More
“Just the facts, ma’am” – is the iconic line parodying detective Joe Friday from the old show Dragnet. Meant to demonstrate the character’s dry approach to interviewing witnesses, sometimes I feel like I’m meeting a live “Joe Friday” when I’m approached by someone trying to sell me a product. No context, no perspective or relevance...Read More
If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....Read More
This week marks the start of the last quarter of the year for most businesses. There are holidays, parties, vacations and lots of fun to be had between now and 2016 but don’t think that letting off the gas now and coasting is going to get set you up to grow and compete next year....Read More