Pay-off: one way to help a stubborn anti-sales person learn to sell Investment: <1 min Got someone in your team who vehemently rejects the idea of selling? Invite them to convincingly persuade you to excuse them from such activity. If they succeed: They’re better than you thought. Tell them, “you’re a sales legend in the …
Can’t sell, won’t sell! How to crack the tough nuts who don’t want to sell Read More »
Pay-off: how to get a grip and remain productive when people frustrate you in sales Investment: 1.5 minutes In sales or BD, you’re going to discover a sometimes surprising uglier side to people: Some prospects won’t treat you well. Some will lie to you and lead you along. Some will ignore you and disappear instead …
13 ways prospects frustrate you and 13 ways to get a grip Read More »
Pay-off: Learn what to focus on doing, and what to focus on learning to improve your sales performance efficiently Investment: 4 minutes Strengths or weaknesses? Which of these should you focus on in order to improve your sales performance most efficiently? your strengths your weaknesses The easiest (laziest?) most common answer is, “focus on your …
Improve sales performance by learning ‘the one thing’ Read More »
Pay-off: The direct way to learning to improve how you sell Investment: 5 minutes Last week I mentioned I’d start sharing some posts that don’t just focus on ‘how to sell’ but on ‘how to learn how to sell’, or better still… How to accelerate your learning to improve how you sell My argument here …
The 100m learning sprint (towards winning your next sale) Read More »
Pay-off: The gateway to learning sales behaviours quickly Investment: 4 minutes Selling is hard. But learning to sell – that’s even harder. The reason selling is hard is the same reason that learning to sell is hard; square pegs don’t like being pushed into round holes. Selling is easier and more enjoyable when fit is …
Pay-off: Eliminate this costly mistake that many technical experts make Investment: 2 minute read, 5 minute video If you’re an expert in technical sales or professional services, or if you’re in BD or sales, this video that’s been doing the rounds is worth 7 mins. (5 if you set it to x1.5 speed in ‘settings’ …
Pay-off: improve more easily, steadily and realistically Investment: 1.5 minutes There’s a costly and simple mistake many of us make when trying to improve or develop new habits, behaviours or levels of activity. If you’re finding it hard and frustrating to improve at anything in particular in your work or life, it could be down …
Pay-off: The key to making sales (that non-sales people love) Investment: 2 minutes A number of times people have asked me, “what’s your number 1 best sales tip?” Here’s how I respond (although it’s not my full answer): “Ensure that every step of the way you’re being helpful to your customer.” And here’s the important …
Pay-off: improve conversions and shorten your sales cycle Investment: 3.5 minutes Do you think sales is a numbers game? Like your boss told you? And their boss before them? Are you about to lose your numbers game? Let me tell you something, more often than you think, this thought is followed by a struggled 6-12 …
If you think sales is a numbers game, you might be about to lose Read More »
Pay-off: make your team luckier at sales, fast Investment: <1 minute The harder you work, the luckier you get. It’s certainly true in business development and sales. More activity = more success. And working hard requires pumping constant energy into the cycle of: learn > execute > learn > execute Don’t just repeat what you’ve …
