Sales are the bottom line in every business. As the manager or CEO, you have to take the time to work with your sales team. Consider my recommendation to a frustrated marketing director who sent me the message below and see if you can’t apply it to your own team. “Chuck, I’m caught between a …
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for: ‘Sales’
Time Enough… Takes Help!
As I read my recent column, “The War Never Stops,” additional recommendations came to mind that I think will be helpful. Whether you’re a sole proprietor, a sales rep for a larger entity, or just looking to become more productive, you need to look beyond yourself for solutions. You need to step back and look …
What To Look For in a Salesman
Everyone tries to find the perfect salesman, but really, there is no perfect salesman. I’ve met salespeople of all four personality types—controllers, promoters, analytics, and supporters—and they could all sell, and sell well. The danger is thinking that only one type of person or personality can sell. To overcome that, there are certain things you …
Quitting is NOT an Option
Go fish as if your life depends upon it, because it does! A salesman had several promising prospects but no bites. In two cases, the prospects expressed what seemed like real interest but didn’t return his calls. A third case, in which the salesman was told point blank that he had the sale, has been …
Take This Job And…
I have to share this message I received from Jason Stalos, a young salesman from Dallas who has read my book and follows my column. “I’m flummoxed. Everywhere I have worked now, I have become the top salesperson. When I started, I had perhaps the word’s lowest self esteem possible. I was scared to even …
Don’t Take No For An Answer
Never take a “no” from someone who cannot give you a “yes.” One of the biggest reasons why sales are not made is because the presentation is being given to an unqualified prospect. You’re talking to someone who you think can make a decision but they can’t. This is your fault. I’m not pontificating. I’ve …
What to Do When Sales Idle
When you think you’ve exhausted every last potential prospect, and your ambition is waning, and nothing is moving not even the air, sit back and take a deep breath. Put some cold water on your face. Realize who you are and what you’ve accomplished so far, which is probably great. If your accomplishments aren’t great, …
Weighing the Cost-Effectiveness of Props
Flashy promotional material does not increase sales. When my company grew to the point where we could afford a really nice brochure, we got bids from several printing companies. Everyone was waiting for the new brochure. There was tons of excitement. Prospects wanted to see the new brochure because they had heard about it from …
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