Ideas for salespeople and sales managers alike.
I’ve been writing sales and sales management articles for thirty-five years. I decided to go back and re-read some of them. Not all of them were relevant to today’s sales environment. However, the ones on this page contain timeless advice. New salespeople are hearing the same old objections. And sales managers get paid for doing less of what they got promoted for doing more of. Help is a click away.
Sales skills are fine. But if you have good ideas you will succeed wildly. This is a story about swapping sales success stories one night on the deck after dinner with my friend, Tom. As I recall, cigars and cognac were involved, too.
A car dealer cancelled his annual contract. Find out what happened when he gave a young advertising rep twenty whole minutes to win back the order. This is a timeless story that emphasizes that advertisers buy the WAY we sell before they buy WHAT we sell.
Even if you got into sales accidentally, you can learn to succeed on purpose. In fact, I learned the secrets of success from “Hall of Fame” broadcaster Early Nightingale at an early age. Seven years later, I hit the road to share my secrets of success.
Here are ten things you can do or quit doing to increase sales and build relationships your competitors can’t steal.
You know you have to prepare. But did you know that marketing your preparation is what differentiates you from the competition? If you want to build relationships your competitors can’t steal, then use the “magic phrase” in this article.
There is no “perfect time” to talk about price. So consider putting the price on the first page of your proposal. You’ll take the pressure off yourself and your customer.
In sales, you have to have control over your energy and emotions. Using this word will help you gain control and perspective. It may even lengthen your life. You decide.
If you’re advertisers are still saying this, then read this short article. There are at least three good ideas you can use right away. And they’re easy to remember and apply.
You’re not really closing a sale. You’re opening the business relationship. Here are four better ways to think about and talk about closing sales.
World-renowned Stanford psychologist Carole Dweck discovered something that successful people have in common. You need to know what it is and how to develop it in yourself. Right now.
Never underestimate the power of a personal note. Or a postcard. This quick story may convince you to invest in some stamps.
A sales rep left me a voicemail that was so good I transcribed it and broke it down. Use his blueprint and you will sound a lot better than your competitors.
People tend to buy from people they like. What can you do today to be more likeable? Find out fast in the one-page article.
This is a story about hanging around with successful people. I haven’t told it very often. But I was reminded of it while listening to the late, great Jim Rohn’s rant: “Walk away from the 97%.”
Successful salespeople do what’s necessary, not what they feel like doing. How do you get yourself motivated to do what’s necessary? Maybe you don’t have to.
And what’s the worst that can happen if you try and fail? It’s not like you’re Nik Wallenda on a high wire 600 feet about the streets of Chicago.
Get listening advice from a homicide detective. You will discover why you should never interrupt a suspect, prospect or customer ever again.
You can get whatever you want if you’re willing to put in the work and overcome the challenges. Read this and see why anything you really desire is within reach.
When you make a presentation you need to be “present.” There are three “vibes” that will make you more persuasive. And you’re allowed to comment on the process— the way you and your prospect are working together.
In this digital age, you’ll never guess what the best visual aid is. So you’d better read this one-page article and start using this idea.
Prospecting is not about the temperature of the call. It’s about the salesperson’s willingness to interrupt a prospect. Interrupt them with a valid business reason to meet with you and fill your pipeline.
I was waiting in a long airport security line. All of a sudden, it wasn’t so long. In fact, I learned a lot. Maybe you will too.
Giving more people line of site to your advertisers makes people care more about what they do. Learn how this contributes to having a high performance, customer-centric organization.
Sales Managment Articles:
“Is your seminar for rookies or veterans?” asked the meeting planner. “Yes,” I answered her. And, then, I shared my Hamlet analogy.
I wrote this article way back in 1985 and it holds up pretty well. Except for one obvious anachronism. And the picture of a young Chris Lytle.
That would be the copywriter(s) at your Radio station. This is a rant I wrote in 1983. The magazine I wrote it for no longer exists. But the advice seems almost as fresh as when I wrote it. See if you agree.
You read the call reports. But do you know what’s really happening when your salespeople are in front of prospects and customers? There’s one easy way to find out. But you might not like what you learn. Which is exactly why you need to implement this idea right away.
Most of your salespeople aren’t going home and reading books and watching videos about how to improve their sales skills. That means you need to make continuous improvement happen on the job.
Should you hold a sales contest to see who gets to go to a seminar? And should you send the winner or the loser of that sales contest? I answer that question in this one-page article.
Remember how easy your life was when you were only managing yourself? Here’s why sales management is such a challenge. (The challenge makes it more rewarding, though.)
Frederick Herzberg’s advice about motivation is my favorite. Ignore it at your own risk.
One salesperson quit her job on the way home from my one-day seminar. Did we refund her seminar fee?
If you want your salespeople to grow, you have to coach them. And break my first rule of coaching at your own risk.
I know a pilot who says, “There is no such thing as a water landing. It’s a water crash.” Tom Hanks stars in Sully, who became a hero for landing his plane in the Hudson River. Was it a “miracle” or something different? And what does it mean to you?
Debriefing a salesperson after a meeting is a good idea. This is a story about one of my salespeople who told me about a “great meeting.” Then, I asked him how he defined “great meeting.” I learned a lot.
Any time you meet with one of your salespeople, you can tell them what to do or coach them to come up with the right thing to do. Guess what? People rarely resist their own ideas. Find out my first rule of coaching in this article. And start following my first rule of coaching in your next one-on-one meeting.
Do you believe you can make the number this year? Of course, you can. It’s easy when you get your salespeople to believe they can make their numbers.
Sending people to a training session is okay, as long as you’ve been through the same training yourself. Otherwise, you won’t be able to coach and reinforce the new behaviors they’ve learned.
If you’ve ever hired somebody who performed better in their interview than they did on the job, start asking this question right away.
Find out what each salesperson thought was the highlight of the meeting and what each plans to do about it. Education without action is entertainment.
Sales training should be a process rather than an event. Now, it’s easier than ever to make that happen.
Bob Pike has helped shape my philosophy of sales training. I share five of his ideas that have helped my throughout my career as a speaker and sales trainer.
Treat and train your salespeople like pros and not an entry level group of freshmen crammed into a lecture hall.
Before the candidate sits down and settles in, ask this question to quickly determine how optimistic and focused they are. And so much more.
The sales manager had his year-long curriculum laid out. I thought he was missing one important thing. See if you agree.
A Player orchestrate sales, while B Players accommodate buyers. Find out the seven roadblocks to improving you B Players’ performance.
Imagine going to meet with a prospect to see if you could understand him rather than sell him. What might happen?