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.
Category Archives: Sales Training for Engineers
Dive In
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 Confidently
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.
Risk Taking
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
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”
Effective Teamwork
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”
Question Facts
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.
Emotional Selling
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”
Ego Check
Your ego needs to calm down in order to build long lasting business relationships. Continually check on the intent of your conversations with Customers, as it relates to enriching your ego, and focus on Customer’s needs first. You don’t get rich by being right, you get rich by helping others achieve their goals.
Build Trust
Your Customer’s decision to buy is created at a certain level of accumulated trust. Weave into sales plan select activities that increase your trust to your market, Customers, and prospects. Be genuine and transparent in your trust building; it is very difficult to rebuild lost trust.