In this session, I draw from Cash Nickerson’s book Listen Like a Martial Artist. Cash thinks too many salespeople go into a sales call with their “swords drawn,” when they need to go in with “minds like water.” He shares a great question to ask and why you and your salespeople should be asking it a lot.
May 6, 2019Chris Lytle
Steve Chandler wrote 17 Lies That Are Holding You Back. In this interview, Steve talks about the biggest lie we tell ourselves and, then, reveals a way to think about the word “no” that nobody ever told you before. Two powerful ideas to make this week’s Instant Sales Training discussion riveting.
April 22, 2019Chris Lytle
According to sales expert Dave Kurlan 54% of salespeople have a strong enough need to be liked that it sabotages them. They don’t ask tough questions. They don’t challenge their customers. And they don’t sell enough to make their sales managers happy. In sales, it is better to be respected rather than liked. Make sure your salespeople know that.
April 1, 2019Chris Lytle
You’re discover or needs analysis meetings can sound like interrogations instead of conversations. There’s an easy and powerful way to keep things conversational, though. Find out what it is and why it works.
March 18, 2019Chris Lytle
Building rapport starts with finding something you and the customer have in common. There are two things you can do this week that will start building rapport and sales. And once you start doing them, you will soon note that customers who used to be hard to see are now glad to see you.
March 4, 2019Chris Lytle
“The nature of consultative selling is that you are creating the solution as you sell.” That’s a quote from this Neil Rackham in a YouTube video I found last week. Rackham has some great advice for salespeople who offer their “solutions” too early in the sales process. Heed it. Top performers consistently offer solutions late in the process. Typical salespeople lead with their solution and sell less. For extra credit, I propose watching my recorded webinar, “How to Double Your Billing with Half the Effort.”
February 25, 2019Chris Lytle
You told the client you would do something. You told another client you would do something else. But at the end of the day, you couldn’t remember what you had promised to whom. The trouble is, the clients do remember. And they keep score. Salespeople need to record every promise they make and follow through on their promises. That builds trust and leads to stronger relationships and bigger deals.
February 18, 2019Chris Lytle
When you ask people where they do their best work, the answer is, “Anywhere but the office.” Jason Fried’s TED Talk is called “Why Work Doesn’t Happen at Work.” I draw from that talk and my own experience about getting the really important “stuff” done.
February 11, 2019Chris Lytle
“Follow your passion.” And “Find a job you love and you’ll never work another day in your life.” This advice has become part of the Zeitgeist. But is it true? Is it even possible. One scientist says it’s bad advice. And I agree. If you like what you hear, here is the link to the video I quote. Cal Newport: So Good They Can’t Ignore You.
January 28, 2019Chris Lytle
Before they meet with you, buyers usually want to learn more about their sales rep. And the first place they are likely to go is LinkedIn. Does your LinkedIn profile make them glad they are meeting with you or thinking about cancelling that meeting? Here are four ways to make you more compelling online.
January 9, 2019Chris Lytle
Networking can be a way to skyrocket your sales. But you need to develop good networking skills. You’re on your way when you meet David J. P. Fisher and start to learn his ideas about systematically building your sales network. He’s thought this through to make it easy for you and me.
December 10, 2018Chris Lytle
This is another shockingly simple idea by way of Hall of Fame speaker and author Jim Cathcart. It’s amazing what people give away on YouTube. But it did take me about four hours of looking to finally find it. I think you and your sales team will have a great discussion about the power of asking Jim’s “daily question” on the job and any time you have to make an important decision about and upcoming action you’re about to take. I wish I had learned this when I was a very young man.
October 29, 2018Chris Lytle
Your intentions are showing. Prospects can sense when you’re there to help them and when you are there to make your quota. What question should you be asking as you walk into the prospects office? Find out and start asking it.
October 22, 2018Chris Lytle
Ever since I saw Ron Howard’s Backdraft, I have thought about one line in that film that woke me up: “If you have a bad day on this job (firefighter), somebody dies.” This week’s Instant Sales Training expands on that idea and challenges you and your salespeople to make “No Bad Days” your mantra. Wouldn’t that be something?
October 8, 2018Chris Lytle
Too often we pitch with facts and features. Telling stories adds emotion to the mix. And people tend to buy on emotion and justify their purchase later with facts. Tell more stories. Here’s how.
June 25, 2018Chris Lytle
Sales was a struggle for Colleen Francis, until she started going on calls with Fred. Fred taught her a very important lesson that turned everything around.
June 18, 2018Chris Lytle
People buy to change. When the status quo becomes unacceptable, we are willing to look for and purchase a solution. This means that you’re not just selling your product or service, you must also be a professional developer of dissatisfaction with the status quo. That’s when sales happen.
June 4, 2018Chris Lytle
There’s a difference between hearing and listening. Find out what it means to be a “real listener” and discuss what that could mean to your sales success.
May 29, 2018Chris Lytle
Listening is a crucial selling skill. But are you listening with your eyes, too. Reading body language can reveal a lot more than simply listening to the words your customer is saying. And learn how to build trust and project competence with your non-verbal language.
March 5, 2018Chris Lytle
Salespeople can develop thinking patterns that hold them back. Developing mental strength is essential for long-term sales success. I borrow from Amy Morin’s book, 13 Things Mentally Strong People Don’t Do. Make sure your salespeople aren’t doing them either. Here’s a link to her wildly popular blog post and her TED Talk that has more than 6.5 million views.
February 12, 2018Chris Lytle
It’s easy to obsess over what the competition is doing. What’s their offer? What’s their pricing. It may seem like contrarian advice to stop worrying about the competition. But Howard Mann offers a great reason why to do just that in his brilliant book The Business Brickyard. I’m happy to relay the idea to you. You can discuss the pros and cons.
January 8, 2018Chris Lytle
Self-confidence is not something you’re born with. It’s a skill you can develop. Find out how and why being self-confident is critical to your success in sales and in life.
January 2, 2018Chris Lytle
A young, floundering salesperson attends a seminar that helped him gain new clarity about his sales job. He doubles his sales as a result of acting on one specific piece of advice. Find out exactly what he learned and apply it to your sales job ASAP.
December 11, 2017Chris Lytle
There are two characteristics that make you more influential as a salesperson or leader. You’ll know exactly what they are and how to convey them in a few minutes. Make it a point to watch this VIDEO to supplement this Instant Sales Training session.
November 27, 2017Chris Lytle
The research is in. There is a belief that all elite performers share. Find out what it is and why it is critical to your short- and long-term success.
October 30, 2017Chris Lytle
You can have great product literature and a professionally made PowerPoint deck. But if you have an idea that is compelling, you can shorten the sales cycle and let the idea do most of the selling for you. Here’s a link to The Hacking of the American Mind video for extra credit. You’ll want to share this with your sales team, of course, but I’m betting you’ll share it with you family, too.
October 2, 2017Chris Lytle
Self-oriented salespeople tend to worry about making the sales and earning a commission. Can you guess what “other-oriented” salespeople do? And how much more they sell? This should spark an engaging sales meeting. Here’s the link to the video I mention in the first minute of the audio.
September 18, 2017Chris Lytle
There is a big question that all B2B salespeople need to answer. I pose it in this Instant Sales Training session. Too many salespeople haven’t committed the time, preparation and study to be great. This session and your discussion will challenge them to do so.
August 28, 2017Chris Lytle
Salespeople who view sales as getting the money from a customer, may come across as “needy.” In this video, Oren Klaff talks about “prizing” Watch it and, then, listen to my quick take on his book Pitch Anything. Your salespeople will gain respect and sell more when they are not broadcasting neediness to the prospect.
August 21, 2017Chris Lytle
The way you think about your sales job influences your attitude and behavior. And of course, your sales mindset has a powerful influence on your relationships and results. Take the time this week to think about what you think about selling.
August 14, 2017Chris Lytle
You may have heard a mortgage lender advertising that a home is the biggest investment you’ll ever make. Well, it’s not. But if you believe it is, you won’t invest in even something even more important. Learn what that is why it’s important.
July 5, 2017Chris Lytle
A very wise man said, “Problems of belief are more critical than problems of (sales) technique. How do you build belief in salespeople. Listen and find out fast.
June 20, 2017Chris Lytle
People tell you to work smarter instead of harder. It's just that they don't tell you how to do so. Until now. Learn what "deep work" is and why it's so important to sales success.
June 5, 2017Chris Lytle
Your mind feeds you good ideas on things you can do to reach your goals. Acting on those ideas and impulses is the key to success. Without action nothing happens. Learn about the 5-Minute Rule from the person who popularized it Watch Mel Robbins’ wildly popular and inspiring TEDx Talk.
May 1, 2017Chris Lytle
Adults learn better and retain more when they’re involved in the process. In this Instant Sales Training session, I share the exercise I used with my audience in Denver Saturday afternoon (3/11/2017). It worked like a charm. Try it. You and your sales team will come up with some powerful ways to use "The Chart." If you publish the results as I suggest you do, please copy me. I’d love to see your ideas.
March 13, 2017Chris Lytle
All of us have a “programmed identity.” There are things we believe about ourselves. There are things that people with power (parents and teachers) have told us about ourselves. Some of these things we believe can hold us back from succeeding in selling and life in general. But they don’t have to. Find out why. For extra credit, here’s the link to Marshall Goldsmith’s 9-minute video on this: Personal Advice: Creating a New Identity.
January 30, 2017Chris Lytle
Talk is easy. Success requires hard work and accountability. Author and executive coach Marshall Goldsmith teaches his clients and classes "the daily questions process" that you will learn about in this session. Goldsmith attributes much of his own success and happiness to using "the daily questions process" on himself. Of course, it’s up to you to whether or not you choose to implement this powerful idea in your own life.
January 3, 2017Chris Lytle
What do your salespeople say when they talk to themselves? Turns out that self-talk can either propel them to success or stop them in their tracks. Make sure they get the message to give themselves more positive messages.
December 19, 2016Chris Lytle
Jeff Shore has a very interesting idea about why sales people procrastinate certain critical behaviors. He says we become addicted to comfort. I think he’s onto something. Listen and see if his ideas apply to you and your sales team. Then get to work.
November 28, 2016Chris Lytle
If you want your salespeople to be outstanding, talk to them about making a difference instead of only making their budgets. You will have a more energized sales team and a better sales results. Want proof? You’ll have it in a couple of minutes.
October 3, 2016Chris Lytle
A sales VP does a ride-along with a veteran salesperson and comes away very worried. Why? You’ll find out in a few short minutes. Hint: Your salespeople can’t grow relationships and sales with customers who can hardly wait until they leave.
September 19, 2016Chris Lytle
Think of this as an attitude adjustment that doesn’t involve alcohol. Salespeople need to feel in control and give off positive energy. This "life repair idea" is a great way to get rid of much of the clutter than our drains energy and dampens our enthusiasm. See if you agree.
June 27, 2016Chris Lytle
For their book, Insight Selling, Surprising Research on What Sales Winner do Differently, Mike Schultz and John E. Doerr interviewed decision makers about the factors that lead them to choose one company over another. What did the winning salespeople do that the losers didn’t. You need to know the top ten factors now. And you will in just a few minutes.
May 16, 2016Chris Lytle
A pilot can put his passengers at ease by saying, “We have completed all of our pre-flight checks here in the cockpit. Salespeople can put their customers in a relaxed, receptive mode by saying the six words they’ll learn in this Instant Sales Training session. Roger that. Over and out.
April 25, 2016Chris Lytle
There is nothing wrong with knowing a lot about your product or service. However, there is something very wrong with telling your customers everything you know. Great salespeople talk about the things that will be of key interest to their customers. You can’t bore people into buying from you. Discover how to avoid sales slumps and how to sell more by telling less.
April 11, 2016Chris Lytle
What can you learn about the value of a well-timed apology from Toro? You’ll know in less than 3-minutes. And what you learn can help you regain the trust and retain the business of customers when someone invariably screws up. (This will tend to happen when you have a bunch of humans working for you.)
April 4, 2016Chris Lytle
Your best prospects may be customers who have quit doing business with you. Why? Take two minutes to find out exactly why and to get the two questions you need to be asking your former customers now. Consider having a “win-back week” theme and get everyone on your team to put these ideas into action.
March 21, 2016Chris Lytle
Google’s mission is “to organize the world’s information and make it universally accessible and useful.” However, when I Googled “best sales closing lines,” I found some of the absolute worst closes ever. I tell you what they are and why you should never use them in this Instant Sales Training session. Good news, I did find a very good closing question that I’m adding to my repertoire today.
February 22, 2016Chris Lytle
This session contains a real war story about the importance committing to a mission larger than yourself. The majority of the POWs imprisoned in the infamous “Hanoi Hilton” returned home and lead full and successful lives. Psychiatrists and psychologists have studied them for years to find out why? You’ll find out why and how it applies to your success in about 7 minutes.
February 2, 2016Chris Lytle
Visualizing success isn’t the answer. You actually have to take action. In The Martian, Matt Damon’s character is left behind by the crew. He decides early on, “I’m not going to die here.” Then he takes action to make that so. Turns out surviving on Mars and thriving in sales have a lot in common.
January 25, 2016Chris Lytle
Alabama’s Nick Saban wins a lot. He does so by getting his players to focus on a lot of things besides winning. Success leaves clues. You can study the way Saban goes about getting the most out of his players. You’ll find that there are quite a few ideas that apply to your salespeople and their ability to win more business.
January 18, 2016Chris Lytle
You can’t bore people into buying from you. The way to bore buyers quickly is to tell them things they already know about your product, service or company. One question will keep you from ever boring a buyer and maybe even shorten your selling cycle.
December 28, 2015Chris Lytle