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The TACTIC: Don't commiserate. You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

The TACTIC: People do not buy features and benefits, they buy ways to avoid or overcome pain. People in pain resent people who cannot take the pain away. You sell pain relief.

The TACTIC: No money - no sale. Not everyone can afford what you sell. Find out if they can before you waste their time and yours.

The TACTIC: The "Send me some literature" brush-off. “Send me some literature” is the same thing as “I already gave at the office.”

The TACTIC: No mutual mystification!  If you think you know what someone said, you don’t know until you ask him.

I love sales!  It is a career where you, the sales professional, determine your income based on how skillful you execute the duty.  It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding.  Professional selling is regarded as one of the top earning careers on the face of the planet.  Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing its value!

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

The TACTIC: Have prospects close themselves.  Prospects want to buy; otherwise they would not be talking to you.

The TACTIC: Statements are NOT questions. Don't answer them.  Statements do not require answers. If you want to know why a statement was made, ask the prospect a question.