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Action plan

Selling also is…Frustrating

Selling is frustrating when all signs point to the sale happening, only to have life throw a curve (spouse got relocated and they are moving, found mold in the basement that will cost $25,000 to fix) and a sale that was expected this month evaporates. Or a great sale gets cancelled because the delivery staff made some errors that couldn’t be rectified quickly. Or a customer thinks that they color they saw on the sample in the showroom was different from the color of the sofa that was delivered, …

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Selling also is…Strategic

I am an unabashed fan of checklists…of goals…of action plans. They don’t guarantee success, but they surely contribute to it.

Selling is strategic, and consistent selling success is helped by an organized and methodical approach and a willingness to evaluate activity to see what is missing or can be improved.

Practice helps.

It helps to practice elements that are challenging. Asking discovery questions that direct the conversation and gather pertinent information is a stra…

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Selling also is…Challenging

Let’s stay on the theme of “selling is hard” for a little bit…

Selling is challenging because there is so much that is unknown and unpredictable, and even with skill development and practice as ongoing activities, there are still factors that can’t be anticipated, and the seller needs to learn the balance of being flexible and being intentional.

Selling is challenging because it’s people – buyers and sellers – who bring their own stuff to each interaction that colors how …

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Selling also is…Uncomfortable

Sometimes I think my role is to help salespeople and sales managers to be more comfortable with being
uncomfortable.

Selling is uncomfortable because the seller is often in a position of asking questions of a buyer they
barely know, and those questions may seem personal, even though they’re necessary.

Selling is uncomfortable because the seller must ask questions that they might find hard to ask because
they think the questions are too pushy or invasive – falsely believing that if t…

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Selling skill is measured by this…

Good salespeople consistently get the sale. Simple, isn’t it?

Close ratio is measured by the number of contacts met and presented to and the number of closes achieved. Close ratio is like a batting average and it measures effectiveness.

Getting it done and getting the sale.

To consistently "get it done" requires intending to get it done, knowing what you need to know and the questions needed to find out, presenting a solution that the buyer says "yes" to, managing any co…

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Selling is...powerfully presenting

There is a misunderstanding that “Selling is telling” that has something to do with talking a buyer into something. We learned in the last step that asking questions to learn what we need to know takes practice and finesse. The same is true with presenting solutions.

Selling is powerfully presenting…including fielding objections.

You might see yourself as someone who likes to wing it and finds preparation boring and stuffy. You might think that spontaneity tops rehearsing…a…

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Selling is...inquisitive and skilled

Selling is also being inquisitive and skillful at asking questions. 

If there is a skill to develop that will serve immediately and always, it’s the skill of asking questions. That skill is best executed if it aligns with true interest to learn about others and what matters to them. Interest isn’t something to feign, but rather to lean into and expand to learn about the other person.

Inquisitiveness is trait that can be developed. It starts with a basic level of curiosity, es…

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Selling is...

…a lot of things to a lot of people. For some, it’s a negative judgment of the activity, the profession, and the people involved in it. For others is a misconception of what it is and how it’s done. Some think there are those who are born to do it and others who know that even with natural talent, becoming a good salesperson is a skill to be developed.

I am going to try to take the mystery out of selling and to clear up some misconceptions about it and what it takes to be good at it…

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Words beginning with PR: PRoject and PRoduct

If you have been following this series, you've come to the summary of addition: What PRoblem needs to be solved?  What are the PRiorities needed to be addressed?  For this post, we will combine two: PRoject and PRoduct.

We are combining them because if you are asking the questions needed to understand what matters most and what isn’t working for the customer, you will likely talk about more than a single item – even if they came in looking for Only. One. Thing.

By asking PRojec…

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Words beginning with PR: PRocess

Of the three key points, this one is critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment. So it’s important to know where your clients are in the buying PRocess?

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.

Surprisingly, this is the area least explored by most salespeople and yet it is crit…

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