Q: In regards to working on a big new project with a prospect, we showed huge savings and better operation. The customer gave all our information to the current supplier and they matched it. Is it ok to go above the buyer’s head?
Q: One of my salespeople just spent a great deal of time convincing a prospective school system to change the way they used the product we sell. The buyer decided to make those changes, and ask the current vendor for a price. All my sales person’s efforts went for nothing, as the customer, instead of rewarding him for his efforts with a purchase order, took the program out to bid. Is there anything he could have done differently to prevent this?
Most salespeople never even consider this. Every salesperson has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. Regardless, the five percenter salespeople understand that the more knowledge they have of the competitors, the more equipped they are
to present their own offerings in a positive light, and, therefore, the more sales they will earn...
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum results. That myth is true for about five percent of the
salespeople in the world. For the other 95 percent, nothing could be further from the truth...
Q: 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?
A: Sure. This is one of my hot buttons. I believe that salespeople should be continually focusing on personal development – and implement continuous self-improvement. ..
Can you accomplish more?
I believe you can. And, I’ve created a place where you can amplify your growth and development. Will you join me?
Professionals are serious about their occupation. At every level, in every occupation, the professionals are always striving to do it better the next time. We’ll seek opportunities and relationships that will challenge us to grow. As a professional, we distinguish ourselves by our dedication to personal growth.
It’s the natural and logical progression from the state of continuous discontent...
Featured Podcast:
Selling Really is Simple
There are as many misconceptions about selling as there are people. In this episode, I provide some common-sense,
usable definitions of what selling really is, and help you get started on understanding how to do it better.
Everyone needs a bit of inspiration, education, and motivation.
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