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DECEMBER 30, 2016

The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. What I suggest to my sales coaching clients is to replace “create” with this more emotionally intelligent word of connect. 2017 New Sales Behaviors Replace Help with Facilitate.

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SEPTEMBER 7, 2016

Yesterday my husband and I heard another sales presentation by a very professional real estate broker. During his sales message, he misspoke a couple of times. Probably a less educated buyer would not have picked up on these inconsistencies. Business models must change and this demands a change in the overall sales presentation.

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SEPTEMBER 17, 2014

The sales world is changing. People (buyers) have wants or needs supported by a budget (hopefully) along with the ability to make a decision. Today’s Buyers Have Changed. What has changed is today’s buyers are more educated. I quietly listen and take notes to what the buyer is telling me.

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JANUARY 28, 2015

There appears to be a lot of angst in the sales world if you read some of the more popular postings by noted sales experts to consultants. In many cases, there is an ever increasing school of thought that suggests sales has changed and this is utter poppycock. No sales has not changed. Prospecting (which is marketing).

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DECEMBER 21, 2013

Listen to sales people from those working in the field to those selling sales training coaching programs and you will undoubtedly hear this one verb more than any other: Create. When sales people believe they create anything, what happens is the selling mode kicks in and as one of my coaches said “telling ain’t selling.”

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FEBRUARY 5, 2017

With all the focus on social selling, there appears to be a different sales mindset emerging and not a necessarily good one. As Jeb shared in his $10 bet with a new hire, he was far more successful just by dialing and actually converted two of the sales calls. “I hope I make a sale.” ” Credit www.pixabay.com.

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JANUARY 18, 2017

Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. CREATE Powerful Sales Conversations.

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JANUARY 16, 2017

The marketplace is filled to the brim with sales training, sales books to sales coaches. Yet at the end of the day, what is sales truly about? My father taught me sales was about buying. When this happens, earning the sale becomes far more difficult. ” That transference always begins with the buyer.

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SEPTEMBER 7, 2012

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. The reason so many small businesses have failed to increase sales is because of poor marketing. One of my favorite ones is developing rapport as a sales skill. The word buyer is also diminished.

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JULY 7, 2013

One of the biggest best sales practices gleamed from the minority of businesses (those with more than 500 employees) is to come prepared to each sales presentation with glossy brochures, PowerPoint presentations and even maybe case studies. Today’s buyers are far more receptive to education based marketing. ” .

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JANUARY 29, 2014

For several decades the Baby Boomers directed the sales world. The Boston Consulting Group released some very interesting psychographics on what drives the sales buying decision within this ever growing population that currently accounts for $1.3 trillion in sales annually for both products and services. Share on Facebook.

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NOVEMBER 25, 2016

An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. For his solution to work, the buyer must make thousands of dollars in changes before even purchasing the salesperson’s solution.

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MAY 12, 2016

Today, once again, I heard “It’s well worth the price” sales pitch from a colleague who was justifying the prices charged by a local, upper scale men’s clothing shop. is unique to each buyer. Now some who offer sales training, who provide motivating sales keynotes, still contend salespeople create value.

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JULY 7, 2016

This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople. Value articulation changes respective to each sales lead.

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JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. 66% (2/3) of executive buyers said salespeople cannot articulate value according to Gartner. This also may be part of the problem.

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NOVEMBER 19, 2013

Sometimes people do not recognize what may be hindering their sales success. Unfortunately to achieve sales success the powers to be (sales management to executive leadership) look to the bells and whistles to be the profit centers. The sales process needs to be in alignment with the buying process. Share on Facebook.

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JULY 30, 2012

Timing, when to ask that next question to when to be quiet, counts when seeking to increase sales. Yet timing now extends far beyond the traditional sales skills and marketing activities with its move into social media. Credit www.sxc.hu. Share on Facebook.

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JULY 7, 2012

.” How this translates for those in sales leadership roles is value is in the eye of the buyer. Now some more learned and experienced sales people may take umbrage with these two statements. Possibly they may be confusing the result of earning the sale with how they earned the sale.

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JANUARY 26, 2017

One of the most important sales skills top sales performers can have is to bring clarity to sales objections. This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation. Sales Objections Surface Because Many Buyers Lack Clarity As What Is Truly Important to Them.

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MAY 25, 2016

Believe it or not much of the sales motivation strategies have just the opposite effect. These drivers are especially relevant to salespeople be they independent contractors or members of a much larger sales team. Are your salespeople or yourself given opportunities to improve your role, your industry and your specific sales skills?

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JANUARY 3, 2013

The last few days I have been engaged in several conversations about social selling and the overall sales process. There seems to be an ever growing gap between social selling and actually realizing the goal to increase sales. However many small business owners and sales professionals do not have that strong of a network.

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NOVEMBER 26, 2014

If we are professional salespeople, do we need to seduce our ideal customers or potential buyers? I recently read a marketing blurb sent to me where the word “seduce” appeared respective to sales. Zig Ziglar said “sales is the transference of feelings.” Remember not all sales leads are good ones.

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OCTOBER 15, 2013

A recent Twitter response to a posting about relationship selling in small business sales revealed a buyer had bought an expensive new car without any relationship. There are probably very few hard fast rules in marketing, selling or sales. Maybe always being a professional might be one. Share on Facebook.

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JULY 7, 2015

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good. Focus On the Buyers.

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JULY 29, 2016

The sales funnel has dramatically changed because of the Internet and technology. New research from McKinsey Decision Surveys revealed consumers are moving outside of the marketing and sales funnel with its traditional touch points. This is true for both B2C and B2b sales leads. Yes the sales funnel has changed.

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DECEMBER 9, 2014

Right now, sales managers to small business owners are finalizing sales training budgets for the next year. As they review each proposed sales training contract, they probably failed to read the Brain, Butt Clause. Of course we cannot blame them because this Brain, Butt Clause is written in invisible ink.

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JUNE 28, 2017

In sales, value creation has been front and center. Sales experts to sales training firms now educate salespeople on how they can create value. When salespeople believe they create value, they are putting themselves and their egos before the buyer. Value is unique to each buyer. Ego is a sales killer.

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FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Yet the focus is still on the salesperson first and the buyer second.

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JULY 22, 2012

In sales it is the perception of the buyer while in life it is the individual. Now some in the sales training coaching industry along with those in sales management believe that salespeople can create value. However in the long run, it is the buyer who determines the value of any solution be it a product or a service. .”

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JANUARY 5, 2013

The use of a sales goals worksheet has been around for many years. Some of these sales tools work very well and others not so much. Possibly this is the time to considered how to work smarter and then work harder when using these types of sales tools? Next considered what other resources you may require to increase sales?

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FEBRUARY 19, 2014

His definition of sales was not about value or value creation, about the exchange of money for some solution (products or services). Nor will you find what Zig believed about sales in the majority of sales training or sales coaching programs. Ziglar said “Sales is the transference of feelings.”

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SEPTEMBER 9, 2013

In sales, the spoken word can enhance, diminish or have no effect. No wonder there is emphasis on specific sales words. By understanding how words are perceived by the receiver can make all the difference to sales success. For example, common sales words such as need, want, or value all are perceived differently.

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JULY 21, 2016

As said previously sales distrust can be sown anywhere along the sales process path. ” This simple explanation reveals the various weak points in building trust and avoiding sales distrust. .” ” This simple explanation reveals the various weak points in building trust and avoiding sales distrust.

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DECEMBER 12, 2015

Real estate listing sites such as Zillow.com, Trulia.com, Realtor.com and For Sales By Owner have disrupted selling real estate. Today’s buyers are now far more educated than ever before. Disruption #2 – Educated Real Estate Buyers. Their value perception is show enough homes and the buyer will eventually find one.

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NOVEMBER 16, 2012

Time is quickly running out for small business owners to sales managers and all those in between to meet those sales goals and revenue targets not too mention profits. The end of the year sales stampede to increase sales is gaining speed as it does every year from early November to late December.

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AUGUST 10, 2016

Have you ever thought about this concept of “sales ground?” Of course with social media and depending upon your solutions (products or services), that sales territory may be much larger than just local. Buyer’s Terms – The Less Common Ground. Each buyer has her or his own sales ground or terms.

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MAY 11, 2017

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule.

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