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Sales Tips & Techniques

Building a Sales Plan: Dealing with Issues of Productivity

Chances are high that if you are not a coach, this post is going to ruffle your feathers. In fact, if you have been reading my blog and think I am nuts, do not bother with this one. That said, this is not a personal assault on your ego, it is an opinion, albeit a tested one.

10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself

It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum!

How Not to Conduct a Sales Call

Last week I was sitting in the waiting area of a prospect's office when a young salesperson from one of the telephone companies entered. The office was a small one, with about five employees - the owner, two consultants, an admin, and the office manager. After introducing himself, the salesperson - whom the office manager had never met - launches immediately into his pitch. Almost simultaneously, I peek over the top of the magazine I'm reading to observe this unfolding spectacle. When he's finished, about 45 seconds later, the office manager politely informs him that they already have phone service, that they've been quite happy with it, and that she doesn't see any reason to make any changes.