By Brad Massey
Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right? (more…)
By Stevenson Brooks
While some salespeople might see voicemail as a dead end or a link in a long game of phone tag, opportunists see it as a chance to learn even more about the prospect before interacting with them.
If you listen closely to a prospect’s outbound voicemail message, you can pick up clues to help you adjust your style to be more like theirs. (more…)
By Dave Mattson
It’s March Madness time, which I enjoy, but not always for the same reasons my friends do. Because I’m in sales, it’s fun just to watch the teams execute their strategies and then try to figure out how these strategies apply to my own profession.
And what stands out, season after season, is how predictable the plays have become and how easily they can be countered. (more…)
By Dave Mattson
If you’re like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That’s only natural.
But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. (more…)
By Dave Mattson
Hidden in the uproar over Mark McGwire’s admission that he used steroids was a lesson for sales professionals. You might remember the moment, which has been replayed over and over: When McGwire hit his record-breaking homerun, Sammy Sosa—one of the Cardinal slugger’s opponents—raced in from the outfield to hug him. It “looked great on TV,” one of Sosa’s Cubs teammates said recently, but the other Chicago players “didn’t appreciate it.” Sosa forgot an important rule of sports, of sales and of business generally: Your meter’s always running. (more…)
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