SalesHQ

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...

“I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...

Social networking is definitely a means in which you can network, unlike any other we have seen to date.  Sales and marketing techniques and “normal” networking programs are not as effective here, should you choose to do it the way it’s been done before, by promoting you first!  You should treat these networks like you would any potential prospect.  Would you ...

Anne Connolly, a researcher for the State University of New York system, talked with me about words we have grown tired of hearing, especially since they mean almost nothing. (In fact, they take away impact, because they are annoying.) Initially, we mentioned "basically." If the topic is so basic, do we need to talk about it? Quickly, we added "actually," a ...

Sales pros aren't the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn't even see himself in sales. It was an airport security person who did a masterful job of crowd control. We had an 8 a.m. flight from Tampa to Toronto. ...

So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as "powerful" so they must be new, since you haven't heard them before. Perhaps, these words are a deceptive trick that hypnotizes ...

I’m a salesman. I sell sales training, management consulting, coaching and speaking presentations. My clients are companies, individual salespeople, business owners, and business and industry associations. I prospect. I have to if I want to stay in business. I, like every other salesperson, am constantly looking for potential new business. I also market my services and myself. I have to invest ...

When it comes to our customers, we in sales are used to walking a fine line between right and wrong behaviors. The consequences of stepping over that line can range from a simple "blip" in an otherwise strong and steady relationship, to costing you the sale, or perhaps even losing a loyal customer for life. Now, I know that we spend ...

For many, the mention of the word "networking" conjures up unsettling images of hundreds of men and women exchanging business cards, making small talk and angling for a chance to ask that all-important question: "So, who do you know in my field?" Even the most extroverted people may not get excited about this process, but it's especially painful for shy individuals, ...

"I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects. "But I'm afraid that people will think I'm spamming them if I try to e-mail them when we haven't met yet. I know I hate spam with a vengeance!" "You're not the only ...

Handling any sort of conflict requires you to draw on all your resources, your communication skills in particular. The reality is that we all have many communication skills but don’t always use them effectively and certainly do not take the opportunity to improve them as often as we should. We relate to people on two levels: Consciously: when we carefully select ...

h4. What should you wear when you work from home? It's a question I'm asked frequently in my image consultanting business, and one that bears thoughtful consideration. For just as your appearance matters when you report to work in the "outside" world, so, too, does it matter when your commute is just down the hall. Now before you snicker at this ...

We’ve all been there. You’ve tried everything you can think of. You’ve made your best offer and then some. This time, no matter how hard you try, you just can’t seem to get the client to sign on the dotted line. Regardless of the industry you work in, the ability to close the deal is crucial to the success of any ...

I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...

Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, ...

Here's a great list of questions that every salesperson should consider before making a sales call: 1. What do I believe prospect will find most attractive or beneficial about my product or service? 2. What might they find least attractive or beneficial? 3. What questions are they likely to ask me? 4. What are the most essential questions I need to ...

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s identifying, hiring and retaining good sales reps. If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have to do is look at your ...

Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in ...

The story you are about to hear is true. With the implementation of one well-crafted sales tactic, Gene surprised himself by making one phone call and getting a meeting with a senior executive. A man Gene and his team had been pursuing for more than one year! The contract ended up serving the executive so well he had no reason to ...

 One afternoon in a dealership, the closer was called in to talk to a customer that wasn't budging and we were $200 per month away from a deal. As the closer sat down and began to talk, the customer again reaffirmed his offer: "$350, that's all I will pay" I said "thank you, and how did you come up with this ...