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archives

Sales Coaching

This category contains 19 posts

Prospecting Does Not Have to be Frustrating for a New Rep

My last article spoke to a common situation experienced by inexperienced sales reps. Specifically, how suspects (someone we contact on a sales call that is not yet qualified to be a prospect) will often try to get rid of the sales rep by brushing them off. The specific brush off I discussed was the “Just … Continue reading

Why prospecting is so frustrating for new reps

Most of the time the new rep salivates at the opportunity to do the quote! Why wouldn’t they? Isn’t this a clear buying signal? In their mind, it is. But not really. Continue reading

The Rookie and the Law of Reciprocity

The Law of Reciprocity dictates that to receive we must first give. For salespeople, that means we must find a way to bring some benefit or benefits to a prospective customer. Continue reading

What I Think About on Vacation

thoughts are powerful things…they can be the spark that ignites plans to realize the desire of your heart Continue reading

5 Questions Your Prospects are Silently Asking

There are five questions every prospect is asking about you the salesperson, according to the great #Jeb Blount #@SalesGravy; Do I like you? Do you listen to me? Do you make me feel important or significant? Do you get me and my problems do you understand me? Do I trust and believe you? I will … Continue reading

Take down time to play in the snow and grow

Central Alabama is due to receive one to two inches of snow tomorrow morning. Of course, that means everything shuts down here. We grab our mile and bread (leafy greens and lean meats for the #plant paradox diet folks like Cat and me) and hunker down. My advise is to play in the snow with … Continue reading

Sell Bigger Deals

In distribution sales, we have the option of selling many different things. Some items we sell are small, low dollar, individual skus, but others like equipment are several thousand dollars. Selling smaller dollar items can be strategically advantageous in getting started with a new customer, but it is easy to habitually sell them to the … Continue reading

The Power Sales Demo

 “Tell me and I’ll forget; show me and I may remember; involve me and I’ll understand.”…  Chinese proverb. The Chinese apparently know a thing or two about selling:)   A good demo validates the claims you make during your proposal and makes them believable.  They are especially powerful if you sell a tangible product! People … Continue reading

I Don’t Want to Work Today

That is exactly how I felt this AM. I woke up still a bit tired from several very busy days, it was cold (21degrees), and I just wanted to go back to bed….at least for 15 minutes:). We all have those times that we are not very motivated. Right?  The mark of the true professional … Continue reading

Change Your Mindset to Attack Your Problems

Being successful in sales requires a two-pronged approach. First, you must work on sales skills. Everybody talks about that, and rightly so. We must work fervently to develop our sales skills. But, as we develop sales skills, we must also develop and improve our mindset. Awareness of the way we think is paramount to long-term … Continue reading