Seem like strong words? Good! Keep reading, this post is for you.
Sometimes when we are coaching salespeople, we are reviewing sales calls, social media interactions, and yes- even email. Wherever and however the conversations are happening, we want to know about it.
Below are examples of 2 different emails sent into us from clients, how we edited them, and why. From that came 4 questions you should be asking before you send your next sales email.
This is my favorite question, just like an annoying four-year-old. And since the popularity of Simon Sinek's book “Start with Why” it seems to be the thing on everybody's mind.
I attended a networking event last night. My goal coming in was to track down, and connect with a top prospect in a strategic account I was trying to penetrate. I wanted to know if I can help them solve their business challenges.
After about an hour of meeting various people I finally found him standing alone. I walked up and said “Hey John, I’ve been looking for you”. He didn’t seem remotely excited to see me.
A few days ago, a business owner asked me, "Who do you pay a referral fee to when a new customer is sent your way and why? Current clients? Employees? People in your professional business network? Friends and family?" The answer is simple. The reason is complicated and multi-faceted.
Why do so many salespeople know what to do, but very few do what they know? Ok, now who hasn’t asked that question? From sales leader's posts on LinkedIn to the sales managers and salespeople we work with on a daily basis, it has come up a lot lately.
Discipline gets a bad rap, like work gets a bad rap.”Love what you do and you will never work a day in your life.” is quoted by everyone looking to only “work” 4 hours a week.
Seems like an obvious question doesn’t it? If you have read Daniel Pink’s book, “To Sell is Human” you know that 9 out of 10 people have a negative perception of sales people. Heck, salespeople don’t even trust other salespeople!
Lately I have observed that several of the clients we have been working with, from salesperson to VP, have struggled with maintaining a positive outlook. No surprise when you consider that some studies show that 60-70% of our daily thoughts are negative, and not only that, but 95% of our thoughts are repetitive. So not only are they bad, they’re repeating themselves a lot. No wonder creating a positive outlook was one of the hardest things I had to do when I got into sales! It gets easier, but like most things- if you don’t use it, you lose it. Daily maintenance is crucial.