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Hiring Sales People That Succeed with Robert Hartline
Recently I had the honor of being interviewed by Josh Denning on the Tropical Entrepreneur podcast! We had a great time chatting sales and specifically, talking about some of my best strategies for hiring great salespeople. Here are a few things we covered: How to make the best use of your time. Things to consider […]
5 Signs You Should Stop Pursuing a Lead
When it comes to sales, a solid list of leads is a must-have. In this case, a longer list is not always better. Rather, you want a list packed with leads that are highly likely to turn into loyal customers. The first thing you want to do with your list is to classify different types […]
How Salespeople Should Ask For a Promotion
Asking for a promotion can be daunting. Any good salesperson knows that good salespeople are tough to come by, so if you’ve been smashing all kinds of records without fail every month, a promotion is probably inevitable. But what about if you’re doing very well, but maybe falling just a little short of target occasionally? […]
How to Sell on Value Instead of Price
When it comes to selling, negotiation is king. It’s an essential part of being a good salesperson. However, negotiating is a craft that’s difficult to master. You need to be mentally prepared to get a victory. As a salesperson, you automatically start out on the losing end of the negotiation. The prospect has the upper […]
Have a Name
When you drop in on businesses, you immediately fall into one of two groups: Friend or Foe. There are ways to disarm people’s initial threat assessment of you, to give you time to warm up to them. One way is by acting dazed and confused when you walk in, and THEN asking the front desk […]
5 Voicemail Mistakes You Don’t Know You’re Making
“This is John Smith. Please call me back at your earliest convenience.” That’s a dull message, isn’t it? Unfortunately, many salespeople utter those words every day. What they don’t realize is that their voicemail message is a powerful lead management tool that can charm the prospect into calling back. A dull sales message is often […]
Scorecard
Sales can be a competitive sport, and just like in any other sport, it is important to track your progress. This is where a sales scorecard comes in handy. A sales scorecard allows you to track your wins and losses, as well as your progress over time. It also creates a friendly competition among team […]
What Parenting Taught Me About Sales Management
A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day, my five-year-old or his two-year-old brother will become great artists. But right now, the drawings won’t probably be considered for […]
Energy Follows Focus
Energy is created or destroyed when you put your focus or attention on it. And so, what you focus on is created in your world. Everyone has the ability to create energy—both positive and negative. All of us know how creating energy can feel like an emotional roller coaster! As children we love to play […]
Do You Have a Sales Buddy?
One way to liven things up on the road is by bringing someone along. When you go into sales calls, you both can evaluate each other’s pitches. Chances are, your buddy will be doing things you aren’t, and vice versa. Plus, it’s more fun that way. Make a game out of it! See who can […]