A selection of the best of Dave’s Ezines from the past year.
In every survey of buying motivations I’ve ever read, low price is never the primary motivation. Yes, it’s important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price.
In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big-picture view of the sales process. Once we have an overview, we can understand every sales principle and practice, and use the big picture to focus our efforts to improve the effectiveness of our organization and our personal efforts.
B2B salespeople must be good at relationship building. For B2B salespeople, relationships are essential because you see your customers more often, and for longer periods of time than almost any other type of salesperson. You must build relationships that provide you a competitive edge over all of your competition.
Should your company allow every salesperson to have their own style, or should you have a system for selling to which everyone adheres? I will let you answer that question yourself in a moment. For now, let’s consider the concept of a “sales system.”
Can Sales be Systematic? Almost any work can be systematic. “Systems” are how good work gets done. McDonald’s, for example, did not grow its business by hiring people and challenging them to figure out how to do the job.
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople, stimulate your salespeople to become more productive, and attract new, high-quality candidates.
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating?
Sales Leaders – Become a Hero in Your Organization
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- Cohort limited to the first 15 participants.
Bring the power of a cohort of other sales leaders, combined with our team of experts, to provide the principles, systems and practices that will vault you to the top.
One of the things I have learned in my 30+ years of business consulting is this: Every change is an opportunity to create a more positive, larger change. We just must think that way to make it happen. This includes the post-covid changes coming.
If we can bridge the gap, supercharge our growth, and feel less guilt and become more confident in our progression as a human being, that's ideal. Bridging the gap should not be a hit-or-miss affair. It shouldn’t happen by chance, serendipitous event, or be a one-off experience. To really supercharge our growth and improvement, we need to develop a systematic, reproducible, reliable approach to
bridging the gap between idea and action. If we could do that, we could actually achieve those New Year’s resolutions.
Featured Podcast:
The Greatest Principle for Success
Attitudes influence actions – that extends to every aspect of our lives.
Everyone needs a bit of inspiration, education, and motivation.
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