Balancing Sales Intuition and Laziness Part 5 of the Five Sales Killers. See previous articles at: The 5 Sales Killers Sales Killer #1 – FEAR Sales Killer #2 – FAILURE Sales Killer #3 – MUNDANE Sales Killer #4 – BELIEF In our fifth installment on the 5 sales killers, we tackle something that sounds […]
Fear doesn’t lurk in the background; it jumps up in front of you and kills your sale Well-intentioned motivational speakers often turn fear into the acronym: False Evidence Appearing Real. Not true. Fear is real and it’s there for a reason. If you fall off a cliff, you die. That’s real. If you overstep your […]
Last week, we made the arduous journey of building trust with our customers over a long period of time, possibly an entire career. This week, we deal with the even longer journey of rebuilding trust with our customers after somehow breaking it. The trust breaker might be one big event or multiple small ones. […]
Trust: The ultimate sales relationship tool A lifetime to build but can be lost in a second “How much money do you earn a year?” “When are you planning to retire?” “When are you going to propose to her?” Could you even imagine asking these questions at a social gathering, the first time you met […]
You Lead Teams, Manage Things and You Coach the Individual It’s happening all across the agribusiness industry: Mergers, Acquisitions, and Consolidation. One of the results of these three events is overloading your sales managers. Now, I understand the thought process of increasing a sales manager’s workload and adding salespeople to their area. Sales managers are […]
Even the best need a coach – And they do more with that coaching than most A few quick notes before we jump into the list. First, coaching should be defined for the purposes of coaching a sales team. I am referring to the one to one interaction of working with a salesperson on improving […]
And how easy it is to correct Hypocrite is certainly a strong word and I can soften it up, but I’m afraid that’s exactly what we do. We say one thing and do another. In sales, it means expecting our customer to do something that we don’t do ourselves. Frequently in a training or coaching […]
Despite the best laid plans You can plan and anticipate and prepare all you want, but there are just going to be those days on territory when things go horribly wrong. A customer or prospect you prepared to meet cancels. An emergency customer service issue pops up and you have to cancel your meeting with […]
Every product or service has its limitations – Find them to improve your sales Well, it’s Christmas time and I thought I’d tell a little Christmas Story from long ago about a young child named Christy. Now Christy wasn’t your average 8-year-old. Yes, she loved to play with toys, but she had a unique talent […]
You learn a lot more in the tough times than the good! Ever talk with a relative that survived the Great Depression? Like no other experience in their lives, these years of despair changed their lives and shaped who they are. Both my parents grew up in that timeframe and often tell stories of how […]
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