Have you ever heard the phrase "detach from the outcome"? It’s a tenet
of Eastern religions. For many years it was a concept that I found totally
unfathomable. After all, sales itself is about outcomes. Our income is at
risk. We need to get the business.
But over the years, I’ve learned the wisdom of that message. In fact,
the more I wanted to close a sale (or should I say – needed to close a
sale) the less likely I was to get it.
Why? Because my focus was on me, not my prospect. And, whenever you need
something that much, you push too hard for it. You short-circuit the process
and go for the close before the time is right and your prospect is ready.
If you're selling, you've been on conference calls. And honestly, they can be
a bit disruptive. That's why I thought you'd enjoy this video that provides a
great simulation on what actually occurs.
QUESTION: What are some best practices that will minimize or eliminate these
kind of problems?
P.S. Many thanks to Bill Craig from GSI, Inc. for sharing this video
Truthfully, it's the last thing in the world I want to do. But when other
so-called sales experts use their colleague's work as their own, it needs to
be addressed. It's wrong to steal.
And, to me is even wronger (if that's a word) to dupe unsuspecting clients
into thinking you're an expert when you're not. They don't deserve that.
Andrew Hunt of InboundSales.net is the most recent plagiarist -- and it's not
his first time. My friend Kristin Zhivago recently found that once again he'd
lifted whole sections of her book, Roadmap to Revenue.
She wrote all about it here: What to Do Wh... (more)
You know how you go on LinkedIn to check out your prospect’s profile? Well,
guess what? They’re checking you out too.
If all they see is a bare-bones resume listing your previous work experience,
they’re not going to be one bit impressed.
Nor will they get excited about meeting you if you describe yourself as a
high energy, tenacious sales hunter. That’ll scare ‘em off good.
Instead, you want them to say, “This person sounds really sharp. She gets
my challenges. It’d be worth meeting with her."
One of the best ways to make that happen is to craft a customer-focused
summary that m... (more)
You won't want to miss Audrey Thomas' session at the upcoming Sales
Productivity Summit on March 17th.
She'll show you how to save up to an hour each day on your email. Register
Little Time Savers Add Up to Big Time Savings
By Audrey Thomas
Because I speak on the topic of personal productivity, email management and
lean office, my radar is always up in discovering faster and more efficient
ways of doing things.
Today I’d like to share with you 5 tips that I’ve shared with my sales
To scroll through a s... (more)