When the Prospect Puts You in the Friends ONLY Category
When the prospect puts you in the friends only category, I call it the Buddy Syndrome. This is the worst place you can find yourself in with a prospect. It’s confusing. It’s frustrating. And you'll be spinning your wheels trying to move the sale forward. Hopefully, you’re not making this mistake….Let me explain. When you’re dating and you meet the person of your dreams, the worst possible thing they can say to you is “Let’s BE Friends” Heartbreaking!
In business, I see the same thing happen ALL THE TIME! Sales professionals unintentionally say things that put them in the category of “friends only” by the prospect. Here are Clues to determine if you've been put in the friends only category..
Turn Your Sales Weakness into a Sales Strength the Michael Jordan Way
Many of you know the story of Michael Jordan, growing up in North Carolina. Jordan couldn’t make his high school varisty basketball team. Then how in the world did he become the greatest basketball player of all times?
It’s not just the fact that Jordan trained harder and longer in high school than anyone else on the team, because he did and still all that hard work didn’t land him a playing spot on the varsity team. Instead, Jordan was assigned to the junior varsity team. So when he pressed the coach on why he failed, his coach told him his free throw record was weak.
How Do You Live in the Moment and Why is it Important for Selling?
This begs to ask the obvious question of HOW do you live in the moment and why is it important for selling. It is by far one of the most common mindset questions I’m asked..
‘How do I live in the moment and why is it important for my selling success?'
How to Keep Your Promised Goals in 2020. Simple Tips for a Better 2020
Have you let discouragement, fear and shame or your own lethargy prevent you from moving forward in 2019? Did you fail to keep your promised goals in 2019? If you are to give into such things in 2020, then you’re just repeating 2019 and living your former sales life.
2019 Sales Stats. Are You Doing Enough?
If 2019 has been a major sales disappointment for you or your team, it goes without saying you didn't do enough. What I often find in my coaching practice is this....salespeople that are performing below their sales goals are not doing enough in many areas. That's why I'm sharing with you some 2019 Sales Stats comprised by sales research firms. Check it out!
Essential Follow-up Tip from a VP of Sales
Last week, I had an interesting conversation with a prospect who's the VP of Sales in the technology industry. He commented on my level of professional persistent follow-up. He shared his secret on how he chooses which sales professional to engage with in a sales conversation. If you're not doing this one thing that the VP suggests, you might want to consider adding it.
In today’s article I'll be sharing two examples; one example of what to do and one example of what not to do.
IS IT A GOOD IDEA TO ASK ABOUT THE BUDGET?
Raise your hand if you’ve been trained to ask the buyer about the budget. I’m raising mine because I was trained that way.
Let’s think about this a little deeper.
We’ve all been taught to “qualify” the buyer. Right? One way to qualify if the buyer can purchase is to uncover their personal budget (if selling B2C) or the corporate budget. The question we’ve been all taught to ask is...
WHAT BLOCKS YOU AND YOUR SALES SUCCESS
You may recall I wrote an article Do Referrals Drop in Your Lap…well sales success never drops in your lap either!
Here’s the thing…you don’t need to be brilliant or even a genius to be a sales success. Being average will get you there if you avoid doing this one thing that I bet your competitors do quite often.
Let me give you some examples.
BEST VOICE MESSAGE FOR PROSPECTING
What do you do when calling a prospect and you get voicemail? Do you hang up or leave a voice message? Here are some sobering stats from LeadFuze.com
- The average voicemail response rate is 4.8%.
- The optimal voicemail is between 8 and 14 seconds.
- 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
I’m not sharing this to discourage you, but so you can be realistic about your results when leaving a voice message. Keep Reading