A selection of the best of Dave’s Ezines from the past year.
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here’s number one, see to what degree you (or your sales force) may be guilty of it.
How High – Or Low – Is Your Money Ceiling? (by guest author, Deb Brown Mayer) A money ceiling is the top dollar amount that you think you/your
product/your service is worth. If you get paid by the hour, is that number $20, $100, $10,000? If you charge a mark-up on raw materials or labor, is it 10%, 100%, 300%?
You have to have the raw material to start with, and that raw material primarily has to do with the individual’s motivation. You must start with someone who wants to achieve at a superstar level, and is willing to pay the price in hard work and constant growth to do so. Most salespeople do not become superstars because they don’t want to become superstars.
One of the most common complaints I hear from my clients is this: “I can’t seem to motivate the salespeople to call on prospects and develop them into new customers.”
There is a relatively simple, fun, and inexpensive way to remedy this situation. It’s called a sales blitz. Unfortunately, few companies are even aware of it, and fewer yet use it.
Struggling to Acquire New Customers?
Few salespeople have ever been trained in the best practices of acquiring new customers.
So they remain tentative and their managers frustrated.
You can fix that.
Enroll your team in our practical course:
The Sales Master’s Approach to Acquiring New Customer
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.
Featured Podcast:
Is Selling This Simple?
Selling is at the same time both simple and incredibly challenging!
It is simple in that almost every adult of reasonable intelligence, who has just a modicum of people skills, can understand it and do it. It is incredibly challenging in that to become exceptionally good at it takes the better part of a lifetime of effort and practice. In this podcast, I show you how to make it simple.
Everyone needs a bit of inspiration, education, and motivation.
Forward this message to your friends and colleagues!
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