The Sport of Selling

Actually, selling is not a sport but there are a lot of similarities between selling and some sports. Let’s explore some of those similarities and what you can learn from sports to improve your sales performance. By sports I’m referring to such sports as baseball, hockey, football, tennis, soccer, and other sports involving some skill…

Truth and Consequences for non-performing Salespeople

If there are few consequences for non-performance, it affects sales effectiveness. Training Sub-Performers When we, as sales managers, allow substandard performance we, in effect, encourage substandard performance. When we don’t hold our people accountable, in essence we train them to believe that not achieving sales targets and personal goals is okay. Can’t happen to me, you say?…

Why Should I Buy From You?

Here’s one of the great truths of selling  –  if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one.     It’s absolutely amazing how many…

Talking Price

You shouldn’t talk price until you’ve established value, but sometimes that’s not always possible. If you feel compelled to provide price information prematurely, as often salespeople do, follow these steps: 1. Don’t apologize for your price (“I know this might sound a bit expensive but…”). Apologizing only reinforces the sense of low value and may…

Developing WIFM Benefits that Sell

Discussing facts and features is unfortu­nately, if you’re like most salespeople, where you’ll say the wrong things! Surprised? You shouldn’t be. If your company is like most companies,  your  training, if any, will have been almost exclusively product oriented. Fact after fact after fact. If you look at almost any company’s literature, it is composed almost entirely of facts,…