Chris Lytle

Chris Lytle has conducted nearly 2300 seminars throughout the English-speaking world. A gifted speaker and the best-selling author of The Accidental Salesperson, Chris has inspired hundreds of thousands of salespeople. He posts a fresh new audio sales idea on this website every week. You can grab a free sample here. Email it to your sales team. They can get world-class sales training on their smart phones.

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Sep2016
“Quit making calls.” Not the sort of sales advice you expect from a book that purports to tell you how to sell more. But it’s sound advice. I vividly recall the day I came to that conclusion. I had been retained as a sales consultant for a firm that needed one. I asked to see the systems and tools already in place so I could understand the process already in place. “Here are the call (that word again) reports for last week. My salespeople are making a lot of calls but they’re not closing anything,” the sales manager said with concern. “Maybe I should make them make more calls.” Although making more calls seems to be a reasonable solution to any sales problem, many misguided sales managers mistake a flurry of activity for real productivity. After reading several of the reports the sales manager had received, I came to this entry: The sales rep had entered this description of his latest meeting with a prospect. It read, “Stopped by XYZ Company. Ed (the contact) was out. He was having lunch with a vendor at Happy Joe’s Pizza. Will call again tomorrow.” I read it again in disbelief. I wondered, why document something that did nothing to advance the sales process? When I asked the salesperson why he had taken the time to document what clearly was a wasted effort, he said, “We are required to make a minimum of five calls a day and that was one of them.” By calling everything he did a call, he was fooling himself and his manager into thinking he was doing his job. Another salesperson in this same company had entered into her call report, “Dropped off coffee mug as a gift.” Chalk up another “call.” Only four more to go and she could go home feeling good about how hard she ... Read More
September 18, 2016Chris Lytle

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Sep2016
September 12, 2016Chris Lytle

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Sep2016
September 6, 2016Chris Lytle

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Aug2016
August 29, 2016Chris Lytle

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Aug2016
August 22, 2016Chris Lytle

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Aug2016

How the Pros Sell

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Instant Sales Training Signin

August 15, 2016Chris Lytle

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Aug2016

It Worked for Me

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When I was I boy, I listened to “Our Changing World” most every morning on WCLT-AM in Newark, Ohio. Earl Nightingale’s 5-minute program ran every weekday morning at 7:25 AM. It was sponsored by the Park National Bank forever. When I went to work at WCLT in 1972, I found out that the show was delivered on a 33-1/3 RPM record. When I went to Wikipedia this morning, I discovered that “Our Changing World” was the world’s most syndicated Radio program of its era. More than 7,000 radio stations worldwide carried it. It was 1973, when I moved to Madison, WI to work for WISM. Soon after I arrived, our sales manager called a meeting and played Earl Nightingale’s gold record The Strangest Secret to the eight salespeople on the team. “Success is the progressive realization of a worthy goal,” he said. “You become what you think about,” is another gem. Over the years, I bought many Earl Nightingale cassette albums. In one of them, he said: “One hour per day of study in your chosen field is all it takes. One hour per day of study will put you at the top of your field within three years. Within five years you’ll be a national authority. In seven years, you can be one of the best people in the world at what you do.” I used to study a lot longer than that in college so I figured I could manage an hour a day. I read. I attended seminars. I bought more and more cassette tapes from Nightingale-Conant. I was always learning something new. Since I was selling advertising, I read a lot about advertising theory. In fact, I read two or three advertising books for every book I read on selling. I figured, if I could get results for my advertisers, they would renew. If the ads didn’t work, it would be a hard sell ... Read More
August 10, 2016Chris Lytle

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Aug2016
August 8, 2016Chris Lytle

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August 1, 2016Chris Lytle

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Jul2016
Quick Question . . .  . . . has got to be the best email subject line ever. When a prospect didn’t call me back, I sent the following email. The subject line was: “Quick Question.” The body of the email read: Cliff, I still have you on my ‘waiting for’ list of people I’m expecting to hear from. Am I still on your radar? Chris Cliff’s response came minutes later from two time zones away: You’re good. Let’s talk this morning if you are available. I’m out of town but can be reached on my cell phone. Result: Before I could call him, he called me from the road and we scheduled our next meeting and closed the deal. My two-sentence e-mail worked (I believe) for two reasons: I really do have a waiting for list and keep track of people from whom I expecting an email, return phone call, signed contract or check. The “Quick Question” subject line gives these time-starved pros something quick and easy to get off their full plates. I’m not asking them to read a 23-page PDF or even write a paragraph. It’s a quick question. Thousands of salespeople on three continents have used this e-mail, word-for-word, to get prospects and customers re-engaged. If you haven’t already, then share it with your sales team today. Ask them to identify three people they want to send it to. Follow up in a couple of days to see how it worked. I don’t call this “The Magic Email” for nothing. “Trick Question” You really should try this one the next time you interview a new sales candidate. Sarah McCann, my partner and wife, cuts to the chase with the first question she asks in every job interview.  Usually, she asks it it before the candidates have had a chance to hang up their coats and settle in. “How’s the job search going?” It comes off like small talk, but it isn’t. The candidates’ answers ... Read More
July 27, 2016Chris Lytle