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Systemizing Stories That Sell

As a salesperson, have you ever found yourself in a conversation with a prospect and couldn’t seem to get them interested in you, your company or your product or service? It’s a problem that’s plagued the world of sales since the beginning of time. Companies spend millions each year trying to turn it around with marketing campaigns, billboards, anything to raise awareness of their brands. But what if you don’t have millions to spend on advertising, or don’t have the time to wait for folks to see your brand enough to remember it? That’s the challenge we discussed with Jim…

How To Stop Salvaging Sales

If you manage a sales team or are the senior member on your squad, you’ve likely been asked to parachute in on an at-risk sale. While you’re not literally strapping a parachute to your back, you are being asked to solve other people’s problems. That may be in the job description of a leader, but the way most leaders go about salvaging sales does nothing for the long-term success of the team. Unfortunately, taking the time to jump on every sales call and solve problems 1:1 means putting out the same fires over and over. When we sat down with…

Preventing Prospect Attrition

How many times have you had a great conversation with a prospect, discussed next steps and hung up the phone or left the meeting feeling on top of the world? And how many times did that feeling disappear when you found out the prospect went with another supplier? That problem is exactly the issue we discussed with Matt Tolbert, a sales leader in the bitcoin industry. His salespeople also struggled with prospect attrition until he realized the system that keeps prospects in play is simple and yet has a massive impact on ensuring prospects stay in play. Because we’re trimming…

Saving The Sale With Bad News

Great salespeople are solution providers, but even the best salespeople eventually have to deliver bad news to a prospect or client – delivery delays, supply chain issues, incorrect orders – and what happens when it’s time to deliver bad news can make or break the relationship. If we’re not solution providers even when things go wrong, we shouldn’t be trusted to provide solutions when everything is going right. A sales leader whose industry has been hit hard by supply chain issues during COVID is Ingo Heiland. To ensure his salespeople maintained their relationships even when delivering bad news, he had…

Systemizing Time Manangement For Salespeople

In the midst of making calls, sending emails, studying industry trends and responding to inquiries, salespeople are also expected to know what to do and when to do it throughout their day. Unfortunately, hoping salespeople do the right thing at the right time is a recipe for responding to whichever fire is burning hottest. In order to effectively plan our days, we need to take a few minutes at the end of each day to review results and map out the best use of our time the next day. An old saying attributed to Abraham Lincoln is: “If you give…

Overcoming New Objections

If you’ve been in sales long enough, then you’ve been stopped cold by a prospect. Maybe they asked a question that you stumbled through or had an objection you couldn’t overcome. Sales teams invest a lot of money training their folks to respond to basic questions, but what inevitably happens? The scripts aren’t specific to your industry or your prospects. Or your industry changes, competitors enter the scene and we hear new questions and objections that no one prepared us for. There are two things that can happen when a salesperson creates a response for a question or objection that…

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