Discipline – Discipline is one of the most important personality traits in everyone’s life. It refers to a set of rules and regulations which are to be followed while undergoing any task or activity. It is a way of being honest, hard-working, motivated, and encouraged while doing any task. As a sales professional you need toContinue reading “Developing Discipline”
Why candid? Why feedback? They are needed for positive growth, both financially and emotionally. Share your thoughts in this blog, and let’s see what works and what needs improving. Please keep you feedback candid and respectful.
In the world of watts and voltage, current is what flows and bring things to life. View your sales plan as your current to success.
When assigned a new territory, you need to dive in without much to go with other than your belief in yourself that you can make it happen. If you wait for the right time the opportunity will pass you by. Think like someone that sees a drowning child in the lake, jump in and makeContinue reading “Dive In”
Close the opportunity with confidence that you have have earned the business by executing on your sales process. The sales process should check the boxes that deliver benefits with perceived value to your client.
Is it worth it? Every risk has a downside associated with it, and it becomes a key metric in evaluating your opportunity’s probability of success. Great topic to review with your manager to assess the resources required to mitigate the understood risk. Also need to asses its impact to your overall pipeline’s expected performance.
Internal competition is formed when two separate market revenue sellable solutions have simultaneous customer suitability; and you are only compensated on one of the two solutions. Good topic to address with your manager and sales operations. Also an opportunity for you to improve your value proposition statement in order to remain competitive. Keep you skillsContinue reading “Internal Competition”
Easier said than done, yet critical to your company’s continued success. Most folks understand “team”, but it’s the “work” that salespeople often skimp over. Work is time spent. Work with management to work on reasonable team goals that benefit all team members. Problems with team effort arise when not all members contribute equally; slippery slopeContinue reading “Effective Teamwork”
Just because it’s a claimed fact, it doesn’t make it so. Say it ain’t so joe…. Make sure to do a base line web search for what you believe to be a fact. All facts over time tend to be less factual. Your facts should span your Customer’s future horizon.
Speaking for myself, nearly all decisions I make are backed by an emotional state. It’s a good guess that your Customer’s behave in a similar way when confronted with a decision. Take note of your Customer’s emotional state – good mood, bad mood, not focused, etc. Adjust your conversation to help your Customer focus onContinue reading “Emotional Selling”