How To Sales #7: How to Respond to Sales Objections

It’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 […]

How To Sales #6: How to sell more- Qualify, Qualify, Qualify.

I 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 […]

How To Sales #5: Sales is Not a Numbers Game

If you’ve worked in sales- especially business to business sales- for more than 5 minutes, you likely know all about big, cold calling/email campaigns. If you haven’t- it usually goes something like this: Someone buys a list of contact information. The list gets handed off to a salesperson, who is supposed to turn those leads […]

How To Sales #4: How to Develop a Personal Sales Strategy

As discussed in previous posts, Sales Departments are at their best when each salesperson develops a sales strategy based on personal strengths. In this post, I want to discuss how to do this with self-evaluation, external skills analysis, and critical business thinking. The goal of this plan is to use the traits and skills that are second-nature to […]

How To Sales #3: Core Sales Skills

In my last post, I described how sales is basically playing to your strengths. You use the skills you have to make the best environment for your targets to buy. In this post, I want to concentrate on defining some core skills almost every salesperson will need to develop to take their success to higher […]

How To Sales #2: What is Sales?

A lot of people have a lot of things to say about what sales is. Some say it’s turning potential energy into kinetic- prospects into buyers. Some say it’s all about relationships. Others say it’s about understanding and presenting value. Ask any salesperson, they’ll tell you something different. I did a bit of research (I […]

How To Sales #1: So, You Want to Be a Salesperson.

Liar. Nobody wants to be a salesperson. Sure, we love the money, or the chase, or the competition, and some of us even love the power- but no one wants to be a salesperson. Being in sales is awful. You’ll spend endless hours doing repetitive/mindless tasks, listening to complaint after complaint, and you’ll get rejected more than […]