Sales Fundamentals: Triangulation

As any given sales opportunity gets bigger, more strategic or expands across multiple divisions, it inevitably becomes more complicated to manage and more difficult to close. Every new variable brings with it the possibility of more potential, but also greater risk of loss or delay. Among the potential headaches you should anticipate include: New players […]

Simple Steps to Better Sales Calls: Don’t Rely On Your Demo

Don’t rely on your demo. Let’s start by defining exactly what a ‘demo’ is. It is an orchestrated, practiced demonstration or walk-through of the product that is intended to solve the problem the customer is either facing or looking to avoid. Boredom Ahead With most ‘demo’ sessions, there is an established path or set of […]

Simple Steps to Better Sales Calls: Confirm With An Agenda

Perhaps the simplest step that you can take to improve your sales success rate is to confirm the call with an agenda. This simple habit serves multiple objectives: As a meeting reminder That that you’re prepared and ready That a commitment has been made That your time is valuable, too. Because you’re a professional that […]

Simple Steps to Better Sales Calls: Listen

   Just Listen. If you read Relax, I lied. For whatever reason, this step is harder. It shouldn’t be, but for most salespeople it just is. Listening just seems to be difficult to pull off. We want to talk, share our perspective, communicate. And we want to have people agree with us. What Your Customer […]

Simple Steps to Better Sales Calls: Have a Plan and a Process

Okay. You have a sales call on the calendar. More importantly, you now have a vision for where this next part of the sales journey should take both you and your customer. You have the end in mind. What’s next? You need to have a plan and a process. Let’s Do Some Thinking Think of […]