Check out the following set of random words:
water, life, dog, line, home, mouse,
field, ball, apple, sheep, head, rabbit,
bone, goat, maharishi, hill, cow,
oar, donkey, crop, wing, door.
Did any word pop out at you?
Most people will say the word “maharishi” stands out. Why? Read more
Maybe I’m just on a streak, but it seems like I have been experiencing more and more salespeople/service providers who overpromise and under deliver, coming back after the fact with arguments about schedule and cost.
I am getting the feeling that this is part of some companies’ strategies but “SELLER BEWARE!” Read more
We all hate being rejected and our natural inclination is disappointment and the urge to move on. But not so fast…
While the buyer thinks he has a deal with your competitor, something like 20% of all deals fall apart between the handshake and the actual closing. Read more
Have you ever been at a bar after work with your friends and for whatever reason everybody starts laughing . . . I mean really having fun and whooping it up? Inevitably, other people nearby notice and often start smiling themselves, and some may even come over to join the fun.
Why? Read more
This column is focused on younger salespeople and those of you who mentor and/or manage them, who may want to pass these thoughts along.
More and more, I have been noticing how well salespeople coming into the business are leveraging their high school and college alumni networks. The reason this activity has picked up is because the alumni associations themselves have become very proactive and sophisticated relative to networking, as well as the emergence of programs like Classmates.com. Read more
Selling often comes down to the salesperson’s ability to answer questions with confidence and conviction. In many sales situations, the same two or three key questions come up almost every time. It is therefore incumbent upon us as salespeople to identify those pivotal questions and completely master the answers through research, practice and live rehearsal with partners. Read more
Here is a question I like to ask myself every once and awhile as a salesperson: Will my clients miss me when I’m gone?
Sounds funny doesn’t it? I mean, it’s a little like asking what we want written on our tombstone, but I am not being quite that dramatic.
What I really mean is: Have I become an important enough part of the fabric of my customers’ intellectual and emotional lives that they would truly be sad to see me go both as a business resource and as a friend?
(Name of clause in Michael Jordan’s Bulls’ contract allowing him to play in free, pickup games)
We often hear from sales managers who have tried to change or drive their salespeople’s behavior by changing their compensation plans, only to discover that, while succeeding in frustrating their salespeople, behavior does not change. In fact, changing compensation plans without taking a larger perspective is almost a sure way to create a hostile relationship between management and salespeople that can last for years . . . sometimes forever . . . as part of a culture of mistrust.
So why doesn’t simply changing compensation plans often change behavior?
The reason can be found in the psychology behind motivating high-Drive salespeople.