Have you ever had a friend say, “You talk enough to be a good salesperson?” I have. There is only one problem with that statement. It describes the worst type of salesperson. Do you know what makes a good salesperson? One who knows how to listen after asking a relevant question.
I was approached by the Branch Manager from a company that was one of my suppliers. Twice a year, he would come by or call to see if I was ready to come work for him selling the products I used in my business. After years of “persuading”, I decided the timing was right. I […]
“Patience, persistence, and perspiration make an unbeatable combination for success.” – Napoleon Hill Persistence is touted as one of the most desired traits for a salesperson. Do you believe it is true? Even Napoleon Hill said it was unbeatable for success. That got me to thinking about the word persistence. What does it actually mean? […]
Have you ever thought about the different ways to prospect today? When I started selling, we had three ways to sell that I can remember (It’s been a long time) Call on the telephone Walk into offices in person Mail letters or postcards Now we’ve added digital alternatives: Send an email Send a text Build […]
What is Your Current Sales Pay Plans? My first outside sales pay plan was commission only. No base, no draw, just commission. If I sold, I made money. If not, …. It was a great learning experience. It proved the Tom Hopkins quote, “In sales, there is no ceiling for how much you can earn. […]
“Leadership is not about titles, positions, or flow charts. It is about one life influencing another.” John C. Maxwell “Leadership is an action, not a position.” Donald McGannon “The challenge of leadership is to be strong but not rude; be kind, but not weak; be bold, but not a bully; be humble, but not timid; […]
Is it the money? Many companies think the only motivating factor for salespeople is money. I think we all know that is not true, but companies still insist on perpetuating that myth. Is money important? Of course. Is more money a good thing? Of course. Is it the only factor motivating you to get out […]
“Plan your work & work your plan“ I’ve been thinking about different factors in sales lately. Most salespeople focus on two or three of the four elements. Time Management Territory Management Prospect Management Sales Cycle Management Most salespeople concentrate their effort on the first two and are ambivalent about the last two until the end […]
There are three ways to increase your sales. Increase your sales funnel Increase your close ratio Increase your margins I don’t know a salesperson that doesn’t want to increase their sales. It means more money and greater job security. The problem is that many companies don’t provide the training necessary to accomplish this goal. My […]
How Do I Define Selling? What is selling? It is a profession. Professional salespeople understand this and rise above the “order takers” that permeate the industry. Are you a professional? Do you consistently work to improve your skills and abilities? Do you read books on selling and self-improvement? Do you listen to podcasts from salespeople […]
Salespeople have no real idea, and most are not taught how to calculate their monthly sales numbers before the month begins.