Unbound Growth Blog

Unconventional advice for sales people at the end of the month

Posted by Carole Mahoney  5/22/19 8:00 AM

Are you like many of the sales people that I talk to who basically disappear at the end of the month because they're busy trying to close deals?

You've probably heard the saying that sales is a numbers game. But it's not.

I know, I know- it’s the end of the month and you aren’t going to hit your number. Right now to you, all you can probably think about is that number. And it’s messing with your head.

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Topics: sales coaching, #livesaleslab

Your quota is NOT a personally meaningful goal

Posted by Carole Mahoney  3/11/19 12:30 PM

They say when you are tired of talking about something, that is when people are just starting to get it.

I am officially tired of talking about the importance of personally meaningful goals and how to create them.

But there is still a long way to go. Survey data of nearly half a million potential new sales hires showed only 51% had personally meaningful goals. Hmmm, I wonder if that has anything to do with the half of salespeople who make quota?

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Topics: sales coaching, salespeople, #livesaleslab

To coach or not to coach is NOT the question

Posted by Carole Mahoney  3/8/19 1:17 PM

 

There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.

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Topics: sales coaching, sales management

How To Handle Referrals

Posted by Carole Mahoney  2/25/19 9:08 AM

How do you handle referrals?

Because even in today's buyer-has-all-the-control- and information overload age, referrals will still cost you less, will close at a higher value, and will close faster than any other means of generating customers.

Despite this mathematical truth more people are asking, "How do I get more referrals?" than they should. The question that I have is, have you ever thought that maybe the way that you're handling referrals is the reason you're not getting more of them?

 

This was our topic for a recent #livesaleslab. When I asked participants, "How do you handle referrals?" The answers weren't unsurprisingly a lot about them and their sales process. Hint, it's not about you

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Topics: sales coaching, salespeople, #livesaleslab

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

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

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

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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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