Are You Chasing Outside Sales Dimes Or Dollars?

POSITIONING YOURSELF TO CHASE DOLLARS RATHER THAN DIMES: HOW TO GET OFF THE SHORT TERM SALE TREADMILL More profitable higher margin consistent revenue type accounts are different. They are typically harder to get into, take longer to close and require different tools and strategies to nurture and close. These accounts are worth dollars. Those who […]

Avoiding “No Show” Outside Sales Appointments

What to do when people schedule time to meet/speak with you, yet are no-shows? It happens to all of us. We schedule a phone appointment or time to meet someone at their office and they cancel or worse yet… are no-shows. What do you do? Particularly if this happens with a decision-maker at a very […]

The $500,000 Outside Sales Follow-Up Email

A $500,000 closed account due to stupid simple on autopilot follow-up Email system. – Info you are sitting on can be put to great use. – Two places most screw this up… Paul didn’t. – Warm up people before you call or meet with them. – Being provocative gets their attention. A coaching client I […]

In Outside Sales, the Word “Interested” is for Wimps, Plus …

…  How to go from “I’ll think about it” to a close. See #5. “Natural born” salespeople stink. See #6. “That’s not my industry,” “My customers are different” and “You just got to understand my market…” Words that signal a closed mind and a lean wallet. Are you curious and open-minded enough to learn from […]

Managing an Outside Sales Team. Help or Go Away.

Want to listen later? download it now! Today’s tip is directed toward sales managers. Well actually it is geared toward lousy sales managers or sales managers that are currently deficient yet don’t know what they are doing wrong, or maybe they know that something is wrong but don’t know what to do to help their […]

5 Words to Ban from Your Outside Sales Team

These 5 words/phrases should be banned from every sales team. Hit DELETE in your sales vocabulary. 1. Interested. A more meaningless, nebulous, tell us nothing, divert from the real issues, ridiculous sales word has never been invented. “Let’s generate interest.” Let’s find out if they are interested.” “They are interested in the gizmo.” Does that […]

Another 20 “First Meeting” Questions for Outside Sales Peope. More Closes.

Asking good questions is very much akin to preparing a good sales script. The purpose isn’t to turn you or your sales team into robots, but to help you stay on track with important info and best approaches. When you are prepared…. with good questions, answers to questions and closing strategies… then you are truly […]

“First Meeting” Skills for Outside Sales. Earn a Real “Next Step.”

Setting more sales appointments is often a necessary first step to new account generation. Yet, sales and revenue increases may not materialize without adjusting your sales process. When you substantially increase your rate of access to targeted companies, your expectations and sales approach must adjust to avoid serious disappointment. Enhancing 1) “first meeting” skills and […]