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Monthly Archive for: "March, 2015"

Sales Leaders: Quit Telling. Start Coaching.

You are the leader of the sales team. You got there because you know what to do to sell your products and services. Whether your team is experiencing success or is struggling you probably have to direct your salespeople from time to time. Maybe you have to tell them exactly what to do and say to be successful. Certainly during onboarding you will spend a significant amount of time “scripting” them. You must make sure they own the stories about why your customers choose your services. They must learn the right probing questions to ask to get to the heart […]

Why Can’t My Salespeople Close Business The Way I Can?

I frequently hear this frustrated comment from business owners who originally built their business by closing deals themselves. The fact of the matter is that company founders do have a special passion for the services the company provides, for obvious reasons. It is also likely that you, as the founder, come with a greater presence than most salespeople.

You are an owner, an entrepreneur, a CEO. You can speak easily with other CEOs because you have common ground. You might also be able to provide negotiating concessions right on the spot, whereas you may not feel comfortable giving your salespeople that […]

Should Your Salespeople Sell the Way Car Salespeople Do?

I am just concluding the process of leasing another new car. Even though I study and teach selling and negotiating techniques, I don’t like the process any more than most people do. But I have approached this particular experience as a student of their process and I believe I have observed some things that may help other sales teams.

It is clear to me that the reason most of us don’t like the process is that we seldom have all the facts. The car dealer has much more information about the situation than we do and, therefore they carry more power in […]