My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep knows that referrals are their hottest leads and best...
I recently worked with SPASIGMA and their proven negotiation training system. Not only did I love the experience and spending time with the SPASIGMA team, but I also learned a ton! Believe it or not, I had never taken a negotiation course. I want to share what I...
When you are in the sales process and the sale suddenly halts because the client has an objection, there are two ways to view it: as an obstacle or as an opportunity. Objections are a natural part of the sales process — you should expect and be prepared to handle...
10 Tough Questions to Close the DealI'm excited to be a part of a new book titled, Sales Hack by Chad Burmeister, launching just in time for Dreamforce. I want to share with you an excerpt from Sales Hack which I wrote and encourage you to the read the book.Closing...
How Many Nos Have you Heard Today? My guess is not enough. We all know that not everyone is going to buy from us. Even if you have an 80% close ratio, 20% of the people you asked to buy said no. Most of us have a close ratio much lower than 80%. Do you know what...
You Are Slowing Down the Sales Process! "I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection. I am thinking, "Why now?" "Why are you objecting, when all...
How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction. Price can be a smoke screen and if we rush too quickly to solve for that, we...