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”
Category Archives: Sales Process
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”
Think Selling
Understand your value proposition at all times. Your value includes your product, company, and then you. Keep improving all three phases and your value proposition becomes more persuasive. Right answers are created.
Customer Value
Without Customer’s your sales plan is worthless. Always ask your self these two questions: Why would a customer want to meet with me? Would I buy what I am selling if I knew what I know? Stay focused on improving your perceived value to your Customers and your sales plan will continue to grow inContinue reading “Customer Value”
Golden Moments
The sales process is full of uncertainty, surprises, and golden moments. These moments are what define your attitude to keep going and never quit. They can happen at any time under any circumstances, so keep the faith in your sales plan and continually make the necessary adjustments, review them with your manager, and enjoy theContinue reading “Golden Moments”
Stay Positive
Your sales performance will get dragged down if you focus on negative thoughts. Your goal is to retire your quota within your fiscal period and then find ways to exceed it. If you lose an opportunity find out why and apply that lesson to other opportunities. Don’t dwell in defeat, learn from it and moveContinue reading “Stay Positive”
Solution Positioning
Understanding how to position your solution in the market and against the competition is essential to your success. Do the research and understand your situation better than your competition. The more you understand the better are your odds of winning, but you need to move fast at all times. Understand your internal success process andContinue reading “Solution Positioning”
Technical Sales Training for Engineers
So your are an engineer wondering why “selling” is important to me or my team? After all, you’re thinking, engineering is about architectures, designs, solving problems, building it better, and supporting your solutions. You are correct in your logic and reason, but there is one simple catch – you need to sell your plans, ideas,Continue reading “Technical Sales Training for Engineers”