Understanding the Sales Force

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What Relationship Builders Do Better Than All Other Salespeople

Understanding the Sales Force

If you were to look up what it meant to act Presidentially, you would see a picture of Matt. I’m still learning to act Presidential. He didn’t want his oldest son Mike to experience anything like that so he arranged for Mike to pre-mourn his death by having weekly one-on-ones with him.

Scale 193
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How Top Salespeople Anticipate and Manage Resistance

Understanding the Sales Force

Most salespeople fail to lower resistance because they lack the self-awareness to understand what it is that they might say or do, or how they might act that would raise resistance in the first place. I left a comment that said, " Thanks Tom.

ACT 316
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Do the Least Informed Salespeople Have the Loudest Voices

Understanding the Sales Force

When I listen to and watch the news, it seems that those on the fringes and representing special interest groups get the most attention, benefit of the doubt, dictate how everyone else should think and act, and cause tremendous tension and stress.

Travel 237
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How Frequently Does Fear Play a Part in Sales?

Understanding the Sales Force

The only failures possible in selling are: The failure to act. It''s the fear itself that causes failure, not the actual act of doing. The paralysis from the fear causes failure, not the act of engaging. The ironic thing is that you simply can''t fail. The failure to express yourself. The failure to ask good questions.

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Can Sales Statistics be Bad and Good at the Same Time?

Understanding the Sales Force

But it's one thing to rarely lose and another to learn that 6 times more often a company failed to act. We don't lose very often and I can count on two hands the number of opportunities I have personally lost in the past 5 years. But these statistics are very misleading. Let me explain why.

ACT 178
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Grow Revenue During a Recession by Being Counter-Intuitive

Understanding the Sales Force

But today, sales candidates are being much more aggressive, acting with conviction, willing to change jobs, looking for more security, and doing whatever it takes to secure an interview, even if it means taking the time to complete an online application and a 45-minute sales candidate assessment.

Revenue 156
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Why Sales Leaders and Salespeople Get Frustrated

Understanding the Sales Force

So much so that it interferes with your ability to do the right things, do things the right way, act professionally, perform effectively, and eventually, get the results you need and want. However, when several, many or most of these things begin to frustrate you it can become overwhelming.