Pay-off: Avoid having to wrestle with objections Investment: 4 minutes There’s lots of advice out there on how to handle sales objections. In my opinion much of it is ineffective or unnecessary and could backfire. Why fight uphill? The way I see it, ‘objections’ aren’t the major problem here. The advice on how to handle …
Pay off: Plenty of ideas to improve how you learn, sell, and learn to sell Investment: up to you, but make it count 😉 I thought a round-up of this years posts so far that people found useful, shared or that led to conversations with me might be useful: For sales / non-sales leaders: 13 …
A bag of non-sales / learning posts that people found useful Read More »
Pay-off: increase the chances of a second sale Investment: 4 minutes This is another one I’ve been asked about recently by professional service consultants keen to secure more work with their clients. It’s one thing selling in your main solution. But how do you connect that to further business? How do you set things up …
Pay-off: Avoid recruiting BD imposters who like to look good, but won’t deliver Investment: 2.5 minutes Sales / BD leaders: Do your BD people want to be good at BD? Or do they want to appear to be good at BD? Good at BD Do they prioritise their own performance improvement, and remain honest about …
Who in your team wants to appear to be good at BD? Read More »
Pay-off: Quickly spot potential sales talent for B2B/nonsales/technical/start ups/professional service sales Investment: 4 minutes How would you go about identifying potential sales talent in your nonsales people? I’m increasingly asked to help businesses do this and it’s certainly a healthy question for businesses to ask: “Who could and should be contributing to developing our business, …
3 traits that reveal potential sales talent in your nonsales people Read More »
Pay-off: spot the hidden valuable opportunities Investment: <2 minutes Many people in BD seem to have ‘opportunity planning’ all wrong. Either they don’t do it at all, they don’t do it enough, or they do it and begin to believe that things will go to plan, being unprepared then to deal with unexpected surprises or …
How to spot the sales opportunities behind the opportunities 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 …
