You have valuable goods and services, and want to sell, people and organizations have needs, and want to buy. Connecting the two and finding/crafting sales and marketing talent that drives growth is no simple task. To craft a selling strategy, one must first understand the product. I like to categorize based on two factors– complexity […]
Read More How To Sales #18: How to Craft an Appropriate Sales StrategySpeeds and feeds are for the weak. Benefits (and Swingline staplers) are king.
Read More How To Sales #17: How to Sell Using Benefits (now with extra Milton)Cold Calling for the 21st Century
Read More How to Sales #16: How to Cold Call: The Definitive Guide (Now with .GIF’s!)*Ring Ring* -pickup- “Company G, Frank speaking.” “Hi Frank, this is Christian from HowToSales- I just wanted to check in to see how you were doing. Is there anything I can do to help out? “Nope, we’re good.” “Ok, great. Thanks!” -click- What a waste of time- for both of us. Low value touches like […]
Read More How To Sales #15: Increase Sales Credibility with High Value TouchesWhether you’re just starting to look for a career or are a seasoned pro looking for a change- knowing where and how to find your next sales job requires a unique set of skills. First: Preparation Going into a job hunt like Officer John McClane vacations around the holidays is a good way to end up […]
Read More How To Sales #14: How to Find the Best Sales Jobs (for you!)Let’s face it- you’re too busy. You’ve been working hard and your account list is starting to look like the yellow pages for your territory. With all that work and money you’re making- how are you supposed to have time for the important things- like napping under your desk? Here’s some tips so you can […]
Read More How To Sales #13: How to Use CRM to Ruin Your SalesNegotiation as a sales skill is commonly thought of as the ability to sway your customer onto your way of thinking- regardless of needs. Sleazy salespeople are experts at this. They use cheap conversational tricks and common logical fallacies to try and force agreement and get the win. Fear tactics and selective inflexibility are their […]
Read More How To Sales #11: How to Negotiate (the boring, effective way)Thanks to Rob (@Recast_Rob) for the idea for this week’s topic. To the inexperienced- closing the deal can be one of the most difficult parts of the sales cycle. When should you ask for the purchase? How can you accurately predict which deals will close and when? What do you actually need to say to […]
Read More How To Sales #10: How to Become a Sales CloserIt’s too expensive. I want to explore all options. It seems like a lot of work. I don’t have time right now. I haven’t talked to my significant other. I don’t like you. I had a bad experience last time. I need to ask my boss. I’m ignoring you. You don’t fit the specification I […]
Read More How To Sales #7: How to Respond to Sales ObjectionsI once talked to a new-ish salesperson on my team about a problem he was having with closing deals. Let’s pretend his name was Richard. Richard described working long hours and opening hundreds of new opportunities per month (more than anyone else on the team)- but his sales numbers weren’t increasing. He rightfully wondered how he […]
Read More How To Sales #6: How to sell more- Qualify, Qualify, Qualify.
Christian McCall 