Three Steps to Improved Negotiation and Sales Success

Three Steps to Improved Negotiation and Sales Success

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.

I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal.

Effective Negotiations

So how can a salesperson become an effective negotiator and understand these factors? Well, an effective negotiator is really just a skilled communicator. […]

What You Must Know Before Changing the Sales Compensation Plan

What You Must Know Before Changing the Sales Compensation Plan

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

But to effectively do that one must understand the concepts of motivation.

From the Merriam Webster dictionary, the word motivate is defined as: to provide with a motive: impel. […]

The “Fact” that Prospects Are Honest Is Hurting Sales Growth

The “Fact” that Prospects Are Honest Is Hurting Sales Growth

85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge!

And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. The number actually went up one percentage point since I last reviewed the data in October 2019.

You probably have heard the old adage, “How do you know a prospect is lying? Their lips are moving!” LOL

All Kidding Aside

Most prospects are not deliberately being dishonest with sellers. They are telling little-white-lies such as.

“I need to think it over.”

“Now just isn’t a good time. Can you check back […]

The 5 Requirements to Maximize ROI on Sales Training

The 5 Requirements to Maximize ROI on Sales Training

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. Here are five elements that must be considered before any money is spent on sales training.

Can sales training be embedded into a repeatable selling system and process within your CRM? Teaching and training won’t stick for most people unless it is embedded in the system they use on an ongoing basis. Asking the right questions and employing the newly learned […]

Eddie Murphy Shows How to Make Coaching Fun

Eddie Murphy Shows How to Make Coaching Fun

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below).

Lots of Coaching, Not Necessarily Effective Coaching

What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up. However, the combination of coaching frequency and effectiveness is simply amazing.

Sadly, many managers are uncomfortable coaching. Frequently it is because they don’t want to “micro-manage” individuals. Or sometimes it is because they just don’t […]

What Mama Deer Can Teach Sales Managers

What Mama Deer Can Teach Sales Managers

My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of greenspace. Not only do we enjoy taking walks in the neighborhood and enjoying the peace and tranquility, the deer do as well. Sometimes the neighborhood feels more like a deer sanctuary.

Lessons from a Mama Deer

As I was walking my puppy dogs the other day, I came across a mama deer and her three fawns. I know mama deer can be somewhat fierce if their babies are threatened so I always keep my distance.

That day, I noticed that the mama deer was […]

Assembling a Shed – Kinda Like Selling

Assembling a Shed – Kinda Like Selling

For the past few years, my husband and I have discussed the need for a new shed in our back yard. We had one years ago that nearly collapsed and had to be removed. So, recently we bit the bullet and made the purchase.

The boxes came and sat in our yard for a couple of weeks. Neither of us was keen to tackle the project. We had assumed that it would overwhelm our non-DIY abilities. And I think we were both a little frightened what the for-certain arguments that would ensue might do to our 30-year marriage.

I know I was […]

Get Lean and Mean, and Bigger, Stronger, Faster, Too

Get Lean and Mean, and Bigger, Stronger, Faster, Too

It’s official. We are in a recession, so business leaders need to be lean and mean. Sometimes that means making cuts: Maybe expenses, maybe headcount.

If it’s the latter, be especially aware. When leaders consider reducing headcount in their sales force, too often they hang onto the veterans who manage the largest accounts or who are responsible for the biggest book of business. And, unfortunately, they all too frequently cut the sellers who too new to have proven themselves.

Is It the Best Strategy?

Well, if the business owner only cares about maintaining the existing client base, maybe. But, if they are truly […]

Peddler, Pal or Peer?

Peddler, Pal or Peer?

Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? Don’t know? Then they probably think they are Peddlers or at best Pals. Here’s how these three categories are defined.

Peddler: The person who hawks his wares. The peddler is basically just a conduit to a product or service. They are focused on “making the sale” not on anything the client cares about. They are concerned more with what they themselves want and need (the sale) and not outwardly on the customer. Peddlers don’t provide much value so […]

10 Tips for “Non-Sucky” Remote Sales Meetings

10 Tips for “Non-Sucky” Remote Sales Meetings

 

Even before the virus hit, we witnessed many leaders struggle to have engaging sales meetings that actually improved sales. Now with most sales teams operating remotely, the situation likely hasn’t improved. Working apart, it’s easy to let these meetings slide and not conduct them at all, or just slip into bad habits and have boring, time-wasting ones. So here are ten suggestions to help sales leaders effortlessly conduct better remote sales meetings. And many of these principles can be applied when everyone is back together.

Cameras on. Everyone – no excuses. Since there is no longer “water cooler” conversation it is […]