When you are contacting prospective customers, your goal is…of course, to find those that are interested in the solutions you offer. Customers get tons of calls, emails, notes on social media…and ignore most if not all. Making a ton of calls and getting ignored sounds tiring and not very rewarding. How to approach making a […]
Tag: #sales
Following up on video conference sales calls
Customers are busy, have lots of distractions and certainly do not read many emails. They scan…so…when you send a cover note your objectives should include: Keeping the note to “one screen” Making the information you are including (and likely attaching) EASY to find 1st paragraph Thank the customer for their time in your recent call […]
Why testimonials are more important than ever
Think about how often you use social media to see what other people have said about home exercise equipment you are checking out, curbside take-out at a local restaurant or organizations that are accepting donations. Why are we seeking input from others? We want to save time in our search, reduce our risk of making […]
Working on your largest deal ever? Nervous about it?
Have you transitioned from working on $5,000 deals to $250,000 deals…or some similar dramatic increase? Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to. Here is an outline of what he suggested. Your approach in front of the customer In some ways a […]
Structuring a “Thank you” note after a meeting
Building a working relationship with a new customer is challenging. Sending an effective “Thank you” note can help differentiate you from your competition and keep a customer conversation on track. Here are the key ideas to keep in mind: One screen – so customer does not have to scroll a lot to read it Bullets […]
Handling Objections – “I do not have time”
What does it really mean when you hear this objection? Customer is focused on other priorities…OR… You did not prepare well enough for the call You did not differentiate yourself in the first 30 seconds First…you can certainly face this objection less frequently…invest time to warm up the call – get a referral! Preparing and […]
You got Springsteen’s energy and effort?
I imagine you have heard from a coach, professor or a manager there are two things you can control…your effort and attitude. Whether you are in a selling role or not, you want to make sure your effort and positive attitude are highly visible to your senior management and your customers. Why is this important […]
How a salesperson should approach a Chief Financial Officer (CFO)
Chief Financial Officers frequently play an important role in decisions customers make. Whether they are actively or passively engaged, you should assume they are involved. Have you ever thought a deal was moving forward only to hear “the CFO has an objection”? It is critical to proactively develop a working relationship with the CFO at […]
Dealing with anxiety in a sales role?
The challenges that selling presents can generate anxiety. The next question is…how do you deal with it. Do you face it head on, viewing it as a challenge, or do you find it gets in the way of your progress? During a recent conversation with Lisa Schermerhorn and Kevin Martin from Peak Performance Mindset Coaching […]
How a sense of urgency NOW with customers can grow your business
Customers are trying to finish 2020 in the best shape possible and are planning for 2021. They are likely working on 2nd drafts of plans for 2021 and are beginning to make decisions about priorities…meaning, what projects will get funded and who they spend with. Assuming 2020 has been challenging for them, they are “crazy […]