Don’t barf on the customer’s shoes. Dismal failure is highly unlikely. These are the two most basic lessons new sales reps need to understand before going to their first solo sales appointment. New salespeople are nervous, to say the least (hence the vomiting advice)! As a manager, it’s up to you to set your new … Read more4 Tips to Share With New Sales Reps Before Their First Appointment
No one enjoys rejection. When people don’t want what you’re selling, it can feel personal — as if they don’t like you, even though it’s about the product. Rejection happens. There’s no use pretending it doesn’t. If you’re in sales, you’ve been rejected and you will be again. But once you learn how to get … Read moreHow to Quickly Get Over Sales Rejection and Get Back to Prospecting
People want someone who understands, someone who “gets them.” It’s true in life, and it’s true in sales. Salespeople aim to solve their customers’ problems. That means you have to empathize with a customer’s situation first. You have to understand the way people think: Why do they do what they do? How do they perceive the … Read moreThe Psychology of Sales: 4 Important Principles to Help You Close More Deals
Loyalty still exists. Yes, it’s 2018. Yes, business can be cut-throat. But people are still capable of being loyal — you just have to earn their trust. In sales, trust is a big deal. And consistency in follow-up is what builds that trust. We just closed a sale we’ve been pursuing diligently since 2015. Since … Read moreWhy Securing a Relationship Is More Important Than Securing a Sale
You need some motivation. You want to build your sales skills and get inspired, but are sales conferences worth your time… and money? Usually, the juice isn’t worth the squeeze. We often go to sales training conferences to improve our skill set and find the secret to unlocking our next level of success, but don’t … Read moreAre Sales Conferences Worth Your Time?
You know those “stand-out” people — the 20-something who climbs the ladder in record pace, the salespeople who make off-the-chart sales… every month? They seem untouchable — but what are they doing differently to really make it rain? Bagel + Slim Jim = A Breakfast of Champions A few years ago, I facilitated a sales … Read moreThe One Essential Habit that Transforms Good Salespeople Into Rainmakers
Most of the time we’re stressing the importance of activity in the field. Get out there and sell! But in the midst of all that activity, don’t miss the value of taking some time to read. You pick up sales skills, broaden your scope of experience, hone your grammar, improve your writing skills, and better understand your … Read moreThe 7 Unlikely Sales Books Every Salesperson Should Own [2018 Guide]
My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came … Read moreHow Much Time Should You Spend Prospecting Sales?
Restoration companies need to be in the right place at the right time. When the flood comes, the fire consumes, or a pipe bursts, your company wants to be on speed dial. But how do you get your restoration company on their short list? In home restoration, you depend on referrals. Sure, you go through … Read moreWhy Home Restoration Businesses Are Wasting Their Time Without Sales Lead Management Software
A guy walks into a bar — not just any bar, a brewery. This place makes great beer — but no one knows about it yet. So the guy asks the owner, “Have you thought about getting your beer into more restaurants and bars?” “Are you a distributor?” “No, but I know a way you can … Read moreCraft Beer Distribution: How to Get Your Beer into More Restaurants