January 2021
Simple Steps to Better Sales Calls: Begin With The End in Mind
Like anything worthwhile, being effective at sales takes time, effort, and dedication. But everyone can become better at sales. Start with the fundamentals. Start with the fundamentals. And when it comes to the sales call itself, there are ten simple steps that every sales professional should adhere to. And this first step sets the foundation …
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Simple Steps to Better Sales Calls: Have a Plan and a Process
Okay. You have a sales call on the calendar. More importantly, you now have a vision for where this next part of the sales journey should take both you and your customer. You have the end in mind. What’s next? You need to have a plan and a process. Let’s Do Some Thinking Think of …
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Simple Steps to Better Sales Calls: Listen
Just Listen. If you read Relax, I lied. For whatever reason, this step is harder. It shouldn’t be, but for most salespeople it just is. Listening just seems to be difficult to pull off. We want to talk, share our perspective, communicate. And we want to have people agree with us. What Your Customer Is …
Simple Steps to Better Sales Calls: Show Up Early
Show up early. As simple as this may sound, it will differentiate you from most of your sales peers. Why? Because it requires effort and discipline and planning. And most salespeople don’t do this. Four Simple Rules Here are four simple rules for showing up: 30 minutes before a demo or formal presentation 10 minutes …
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Simple Steps to Better Sales Calls: Confirm With An Agenda
Perhaps the simplest step that you can take to improve your sales success rate is to confirm the call with an agenda. This simple habit serves multiple objectives: As a meeting reminder That that you’re prepared and ready That a commitment has been made That your time is valuable, too. Because you’re a professional that …
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Make It Easy For Your Customer
As a professional salesperson, a big part of your job is to make things easy. Good sales execution is all about removing friction and difficulty and resistance. And there are plenty of all three when it involves making a purchasing decision. But decisions can be hard. Decisions mean change, upheaval, risk. There is the exposure, …