In a previous post, we introduced the concept of the Impact Statement and using that tool to focus the opening of your sales call. Remember, as stated before, no one is sitting by the phone waiting for your unsolicited call, and sometimes, not even your scheduled phone call. People are busy. They have things that they need to get done, especially if they are in any kind of decision making capacity. So once you break their preoccupation and get their attention, you have to build their interest. And for that you need an effective Impact Statement to tell your story.Continue reading
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.
The same can be said for opening a sales call. If you want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching. Here are two examples of behaviors you need to stop right now when opening a sales call.Continue reading
What does it take to succeed in today’s complex sales environment? What do you need to break into the top 10% or even 20% when selling premium suites for national sports franchises, or big-ticket luxury items, or top end experiences and events?
In this episode, Fred Diamond, host of the Sales Game Changers podcast, runs through a variety of questions like these with Lance Tyson, CEO of Tyson Group, and author of Selling is an Away Game. If you want tips that will put you on the field of play and supercharge your sales game, then put in your earbuds, buckle up your seat belt, and get ready for a rapid-fire one-on-one that will change how you approach developing your sales team as well as your career.
You can find Fred Diamond’s Sales Game Changers podcast here. Give it a listen today.
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019.
Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell?
In all of my training sessions and sales activity over the years, here’s something I’ve noticed:
Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.Continue reading