Archive for December, 2009
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Dec 29, 2009
No CommentsWell…..this product does not look so great
Good way to sell software or another product that has some...
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Dec 28, 2009
No CommentsInvisible Objections
I was talking deals with a co-worker recently – he was trying to figure out what to offer a client to close. I remembered a salesperson I worked with a while ago who had this issue with overcoming objections he THOUGHT the customer might have. The more I worked with this guy, the more I...
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Dec 22, 2009
No CommentsAdversity
This economy stinks – there’s no other way to say it. I hate using the economy as a crutch when I don’t sell, but you can’t sell something to a company that is bankrupt. Then, you work with a company for 6 months ona deal, and everyone is fired up. You sit in a review...
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Dec 18, 2009
No CommentsTake the deal!
I was working on some deals, and I came across a small deal. This company fit our ideal profile perfectly – we did the sales work and moved to close. At the same time, I was working another deal – this one was much bigger. it was also a perfect deal for my company. We...
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Dec 14, 2009
No CommentsReal…professional…presos
Reviews of presentations can be soul-numbing, but they always seem to be bring benefit. I guess a review of anything you do over and over in the sales process is always valuable, but presentation reviews seem crucial. It’s amazing that you can see crappy presentations in all kinds of companies. Sometimes, in a partner discussion,...
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Dec 14, 2009
No Comments5 ways to warm up Cold Selling!
I was recently reading a post from one of my favorite bloggers, Pat Flynn, entitled “Cold Selling Sucks – 5 ways to Build a Relationship With Your Traffic“. Pat’s blog, Smart Passive Income, is interesting because he is one of the few bloggers to be so upfront about the income he makes and from where. ...
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Dec 12, 2009
1 CommentZen selling?
I was talking to some salespeople about techniques to figure out what is up at a prospect. You’re working with them for a while – they show some interest – you do some selling – and then everything gets quiet. What can we say or do to get things going? We also had some cases...
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Dec 09, 2009
No CommentsThe big production
I was thinking about how a sales team works with all the people involved in a successful sale. As we move forward in our selling, we always seem to be pulling more departments into our world and making sure we were all working together. Analogies are always the best way to learn something new, and...
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Dec 07, 2009
No CommentsTime is money
We tried out a little negative reverse selling, a classic Sandler technique. For me, it is the core of selling…. The results were interesting. As we went through a pipeline review, one person cleared all the crap out of the pipe. I was worried that there would be nothing left. Still, we found plenty of...
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Dec 02, 2009
No CommentsSelling and religion
I read an interesting post about some comments from a GE business unit CIO on open source. Basically, this CIO said open source is dangerous – not enough to run business on. He referenced ERP systems and Oracle databases as apps that can never be “open-sourced.” This blog is about selling, so I’m not going...
