Selling it like it is
"Are You Trying To Sell Me Something?"
For a culture that spends so much time and money buying things, you'd think we'd be more excited when someone tries to sell us something.
But we're not.
The semantics are important here. What we really mean is, "are you trying to selfishly persuade me to buy something that will benefit you more than it benefits me?"
We're goal-directed, risk-averse and self-focused. We don't care about the salesperson's commission, of course. We care about ...
How Does a Person's Resilience Affect Their Sales Results?
All of us get knocked down, but it's resilience that really matters. All of us do well when things are going well, but the thing that distinguishes athletes is the ability to do well in times of great stress, urgency and pressure." - Roger Staubach
Example: John loses a major deal he's been working on for months. He goes into a tailspin for a full week thinking about the lost commission and wasted effort. ...
How motivated is your sales team right now?
Every sales team has a "vibe" which I find pretty easy to pick up when I meet a team for the first time. Energy creates energy, positivity rubs off on others - as does negativity. Being motivated doesn't just affect an individual's sales performance, it can affect the performance of the entire team.
At your sales meeting, ask everyone to rate the team's motivation level from 1-5 with 5 being highly-motivated and 1 being seriously ...
What Are You Putting Into Your Sales Pipeline?
When building a sales pipeline, one of the key considerations is the quality of the leads entering the pipeline. The more "trash" i.e. unqualified enquiries that enter the pipeline, the more likely a team is to be bogged down in chasing deals that are never going to close. With limited time and internal resources, a sales team must focus on those deals with a higher probability of closing.
At your meeting, discuss and agree the ...
What are we going to do differently this year?
This is a question that each salesperson can answer personally and the team can decide on as a whole. There's no point in repeating past sales mistakes and there's every reason to keep repeating sales activities that brought in the desired results. Re-affirming and sharing what worked and what didn't work is a great way to begin your sales year on a positive note.
Document the three main points from your team discussion and ...
Do Optimistic Salespeople Outsell Pessimists?
The environment in which we sell most definitely affects our sales performance - I'm not referring to whether or not our offices have heaters, I'm referring to what the R40k-a-day experts call "the corporate culture". In very simple terms - the happier we are at work, the more we sell.
Dr Kobus Neethling, one of South Africa's esteemed training gurus, refers to "above the line" and "below the line" thinking and how the negativity of others affects us. ...