Sales People… What Are You Thinking!!!
Selling isn’t easy. Every seller has that one problem or question, the answer to which has eluded them since Noah crafted his ark and for which they’d willingly trade that next bonus cheque. Here are a handful of recent examples posed to me. What is the best way to...
Are You “Shoulding” All Over Your Customers?
The other day my office phone rang and I didn’t recognize the number. I decided to pick up … and no surprise … It was a seller fishing for new business. Joe was brimming with enthusiasm at the prospect of having landed a live one. His opening hook: “Hi...
Seven reasons why good sales people fail.
I work with many extraordinarily talented people who sell for a living… every generation, all levels of experience and from a wide range of industries. Talented sales pros are on the go… their days are filled with activity. But this tireless hustle can get in the way...
What’s your story?
A good friend gave me an important kick in the pants over lunch last week. I was sharing my struggle with the development of a new product… sharing all the reasons why I felt it wasn’t going to get done. Her response, “Jill, you need to change your story....
Who’s Afraid of the Big Bad Wolf?
If you sell to large organizations I’ll bet you are required to work with purchasing and procurement specialists. And I’ll wager it’s not on your list of “favorite things.” You’re frustrated by the formal purchasing templates that require you to squeeze your unique...