Unbound Growth Blog

Why Should They Buy From You?

Posted by Carole Mahoney  2/22/19 12:25 PM

On a recent #livesaleslab, we talked about two questions. First, why should people buy from you, and second, why should they buy from you now?

These seem like relatively simple questions to answer.

However, most of the time when I'm asking these questions of salespeople, the answers I get are usually somewhere along the lines of, "Well, they should buy from us because we have the best quality product." Or "They should buy from us because we have the number one in customer service." Then of course, there's those that say, "Well, we're the only ones that do this in this particular way." And then of course, there may be those few that still say, "Well, we do have the lowest price."

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Topics: sales coaching, salespeople, #livesaleslab

How to Handle Premature Pricing or Demo Requests

Posted by Carole Mahoney  2/20/19 8:00 AM

So, how much does your stuff cost?

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Topics: sales coaching, salespeople, #livesaleslab

When is right time to break up with a prospect?

Posted by Carole Mahoney  2/15/19 12:10 PM

When I talk with salespeople about ghosting, when the best time to break up with a prospect is, and how to break up with that prospect, the analogy that's been left with me is dating.

Because throughout the conversation that I was having with salespeople, we were talking about why ghosting bothers us so much. It's the rejection. It's that they didn't reply back to us, or it's the idea that we now actually have to go out and find other people to talk to, which means more rejection.

And so how do we overcome some of these hangups about prospecting? And why is prospecting so important when we're thinking about our pipeline?

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Topics: sales coaching, salespeople, #livesaleslab

Metrics No Manager Can Afford To Ignore

Posted by Carole Mahoney  2/13/19 7:00 AM

Do you have one of these health watches or Fitbits? It seems like everyone does. But how many people actually look at their stats or, better yet, how many know what these stats mean in regard to their health? And how will these stats help lead them to the health outcome that they are looking for?

It kinda reminds me of how sales teams use their CRMs. It's there, they wear it everyday, but does it impact what, or how, they do things?

On a recent Live Sales Management Lab, we talked about the metrics that no sales manager can afford to ignore in 2019.

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Topics: sales management, #livesalesmanagement

What Prevents Salespeople from Asking Questions

Posted by Carole Mahoney  2/10/19 7:30 PM

Many salespeople I talk with aren't struggling so much with what questions to ask, but rather;

"What is preventing me from asking the questions that I know to ask and should ask, but I'm not asking them when I should?"

 
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Topics: sales coaching, salespeople, #livesaleslab

Would you rather play blackjack or hire a salesperson?

Posted by Carole Mahoney  2/8/19 11:44 AM

Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?

A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively looking for the right hire.

The amount of time, money, potential lost revenue, and morale downer when a new hire doesn't work out is a scary number. (If you are brave, click here to calculate your number.) In many cases it's more than twice their base salary!

If about half of sales people make quota, I have to wonder, wouldn't you be better off putting your money on the blackjack table in Vegas? I mean, at least you'd be getting some free drinks from it.

Why is this happening? And what can you do to increase your odds?

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Topics: sales management, #livesalesmanagement

Uncovering Unknown Problems

Posted by Carole Mahoney  1/31/19 12:01 PM

How do you help people buy solutions to problems when they don't even realize that they actually have a problem?

 

It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem, but as Daniel Pink wrote in his book, 'To Sell is Human', our job is really helping them uncover those problems that they don't know that they have.

So how do we do that? What are some of the questions that we can ask to help uncover those particular problems and the impact of those problems?

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Topics: sales coaching, salespeople, #livesaleslab

How To Handle Fear In Sales

Posted by Carole Mahoney  1/29/19 8:00 AM

When I was about 9 years old, I watched the Dracula movie for the first time, and hence, became obsessed that  Dracula himself was living in my mother's basement.

 

When my mother would ask me to go down into the basement to get something from the pantry for dinner, I found ways to stall, or delay it, or just get out of it altogether. Until, eventually, my mother made me go down there, in which case, I would turn on every single light in the basement because I was convinced that they couldn't see me if it was light out.


Until one day, I ran so fast up the basement stairs that I slipped and fell and slammed my shin into the stair. Tears came to my eyes as blood came out of my leg, and I'm like, great, now they're really gonna get me.

I ran the rest of the way up the stairs, and I was so mad at myself that finally I decided, you know what? I'm gonna go downstairs, and I'm gonna turn off all of the damn lights and I'm gonna sit on this step. I even said out loud, "Okay, Dracula. If you're here, come and get me now, 'cause I'm not falling down the stairs again."

Nothing happened.

Now, that didn't completely erase my fear of going downstairs in the basement. Every time my mom asked me to go get something I got that nervous and tight feeling in my chest, but I took that as my cue to purposely walk slower, not only because I wanted to not fall on the stairs, but I was trying to convince myself that maybe Dracula wasn't living in my basement anymore.

This is what happens to salespeople who are afraid of rejection, or upsetting someone, or even being seen as "that annoying and needy salesperson". They avoid it. Until they can't anymore.

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Topics: sales coaching, salespeople, #livesaleslab

5 Steps To Motivating Sales Teams

Posted by Carole Mahoney  1/25/19 7:00 AM

 

In the very first Live Sales Management Lab, we discussed how to go above and beyond quota, which means helping our salespeople to identify those personally meaningful goals that are going to stretch them outside of their comfort zone, so that they can accomplish things they've never accomplished before.

Why is this so important?

And more importantly, why do we put it off? Why do we avoid these kinds of the conversations which are so crucial to change?

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Topics: sales management, #livesalesmanagement

Tips For Managing Complex Enterprise Deals

Posted by Carole Mahoney  1/23/19 11:21 AM

Mauricio Suarez and Michael Douglas (not the actor) joined me on this week's Live Sales Lab recap and generously shared their top tips to close those large complex deals.

First tip: however long you think it will take, multiply by three. Your manager's forecast will thank you. You may laugh, but your manager is nodding their head...

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Topics: sales coaching, #livesaleslab

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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