Category - Sales

28
Jan

How to Ask For Referrals and Get Them

Every sales manager would love to have a Joe Girard on his/her sales team. Girard is the greatest salesperson ever to have walked a car dealership’s lot.  During his illustrious 15-year career, he sold more than 13,000 automobiles.  His records include selling 18 in one day, 174 in one month, and a whopping 1,425 in …

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10
Jan

The First Step to Achieving Your Goals for the New Year

This blog combines two articles I wrote a few years ago on lifeleadershiphappiness.com. If you would like to read the original source materials and the faith-based wisdom that accompanies them, you can get them here and here. The start of a new year is a time when we naturally reflect on the past year and consider …

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12
Dec

What To Do When Your Sales Reps Have Time-Management Issues

I regularly hear from sales managers who want to know how to help their reps with time management to increase their sales results.  They see their reps wasting time and assume that if they managed their time better, they would close more deals. In reality, time management is not actually the root of the problem.  …

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30
Nov

How To Engage Your Customer’s Imagination To Win Sales

In the book, Resolved: 13 Resolutions for Life, author Orrin Woodward explains that the brain engages about 2 million neurons when discussing something, but engages 400 million neurons when imagining something.  Furthermore, when a person imagines something, the brain sees what it imagines as reality.  You can bet the farm this will increase the odds …

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14
Nov

The Most Critical Sales Skill And How To Develop It

I talk and write a lot about ways to increase value to the customer during the sales process.  One of the most critical ways to do this is also one of the most overlooked ways:  being a good listener.  Developing good listening skills is key to winning sales. Being a good listener is essential to …

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24
Oct

2 Keys To Getting Maximum ROI From Your Training Budget

I work with a variety of Birmingham, Atlanta, and Chicago organizations in various fields, from healthcare to restaurant equipment. Over the years, I’ve seen many companies achieve sales growth that far exceeded their goals after investing in training. – One healthcare client achieved a 33% increase in referrals, the life-blood of their business, in just …

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10
Oct

3 Bad Sales Habits to Break Now

From time to time, I work with sales teams or leaders who have begun to implement Customer Aligned Selling™ in their organization, but who are struggling with getting the results they want to achieve.  Many times, the problem is that they have not completely adjusted their mindset and approach to sales calls.  They are still …

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27
Sep

How To Keep Customers From Focusing On Price

Many sales leaders think price is paramount to buyers because their sales reps regularly tell them that deals were lost because the price was too high.  But this is usually just an excuse the buyer gives.  Price is rarely the primary factor in the buying decision. According to Howard Stevens, author of Achieve Sales Excellence, …

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12
Sep

The Modern Sales Strategy That Works Today

In my last post, I talked about why conventional sales strategies that were considered “tried and true” two decades ago are no longer working in today’s environment; they’re more about the seller than the buyer.  Unfortunately, many sales reps still cling to the old ways, despite the fact they are losing business to sales reps …

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12
Sep

How To Use a Meeting Summary To Win Sales

The sales meeting summary is one of the most important components of a successful sales process.  Beyond serving as your meeting notes in your CRM, a good sales meeting summary can help your sales reps close deals in several ways. It establishes trust when they tell a customer they will send a meeting summary within …

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