WINNING AT SELLING

The most successful salespeople will admit the best leads they receive are from referrals.  Referrals serve as evidence of a “transfer of trust.”  What have we shared about building trust in a sales…

Some believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at se…

Sales is an emotional career.  We trade our time and hope our wager turns into a winning hand.  But not everything is within our control. The marketplace is changing, the economy is in flex.  While …

John Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tas…

As the adage goes – the separation is in the preparation.  Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the the…

Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeo…

Most of the time your prospect is someone else’s client or customer.  You may have a better product or service.  You may even have a better price.  However, it is going to take more than that to con…

Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said …

Ever ask yourself how you won or lost the sale, as you walk back to your car?  As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again?  What can y…

Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this …

Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the c…

It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month aw…

Seasoned salespeople will adhere to a sales process.  A system with a predictable outcome.  But does that work when selling newly launched products.  Think about it.  What objections and stalls do yo…

As sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The …

While Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing…

As sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment.  We risk our emotions every day on a quest to seek validation, please others an…

Everywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting …

Do you remember your first sales manager?  What did they do that worked and what lessons did you learn from their mistakes.  Too often sales managers are created for the wrong reasons and lead the s…

There are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be const…

Emotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome t…