There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message to everyone around us. These words – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and
2016 is The Year of the Ask!
Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016. Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,
What Are Your “Sales-olutions”?
It’s another new year, and once again we get to make the resolutions that we promise to keep and invariably don’t. You know the ones I am taking about—get in shape, lose weight, pay off the bills, clean the house, and so forth. Blah, blah, blah. In that spirit, I want to offer some “sales-olutions” for 2015
Selling Is the Common Thread of Success!
My parents and a favorite aunt used to say “reading and math are the common thread” for success – a common denominator if you will. I became a voracious reader and my math skills were pretty decent, although I could never figure out what the practical application of knowing geometry really is! Anyway, I want
How to Coach Well – Coaching is Not Telling, Part 3
In last month’s Sales Culture newsletter, I shared with you the first two of seven steps of coaching and how I believe great coaches coach. If you want to refresh before reading this follow-up article, you can check it out here. If you do, make sure you come back here to get the rest! Ok, ready
How to Coach Well – Coaching is Not Telling, Part 2
Last March, I wrote an article on “Coaching, not telling,” and this month, I’d like to share more about this topic with you. After all, we are all coaches in some fashion. Coaching well is a fine form of selling, but when you have the opportunity to help someone by coaching, do you respond by telling
Just Say “No”
I have had enough of listening to salespeople tell me that to close the deal they are “giving in” to every imaginable concession. In fact, some of these concessions are so ridiculous that they make the overall deal either unprofitable or impossible to deliver and maintain a reasonable level of customer satisfaction and service success.
9 Steps Toward Better Sales in 2014
Another year is ending…and another year is upon us. It’s amazing how that happens at the exact same time year in and year out, isn’t it? One thing we can count on is taxes, and every January 1st, it’s time to reset the sales clock and start climbing the mountain. The bigger question and the
Are You a Sales Apologist?
After a recent keynote, one of the attendees came up to me and said, “Thank you for your message today. I am tired of feeling as if I need to apologize for anything I do that seems like sales.” This particular man is an employee of a large nonprofit, and he knows, as many others
Don’t Kill the Sale!
Sales get made and killed every day. Often there is a fine line between the two things and the reasons are pretty obvious. So in this short primer on what not to do when you actually want to make the sale, remember these five simple little rules that will help you close more and lose
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