Sales Coach

When Do You Use the Conditional Close

Conditional Close is one of my favourite techniques to close a sale. It helps me test the prospects view of my offer without any sense of pressure or threat. So I’ll try to close every sale with it, and as early in the sales process as possible. Please note it’s not a trick but a [...]

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Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

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Selling is Easy

Sales Coach

Selling is easy, it’s the learning to sell that’s hard. Exactly the opposite of everything those courses and books tell us. They claim learning to sell is easy, with their ideas, and selling is hard without them. If I sold sales training, or books with the silver bullet answer I’d be saying the same thing. [...]

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Planning a Sales Campaign

Sales Coach

Do you plan your sales campaign, or do you believe strategy is the application of expedients? There are two seemingly contradictory, well known, quotes which illustrate differences in philosophy. Alan Lakein, Bill Clinton‘s guru says “failing to plan is planning to fail” whereas legendary Prussian General, Helmuth von Moltke says “No plan of operations extends [...]

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The Worst Mistake When Selling

Sales Coach

We all make mistakes. Admitting that isn’t something we’ll relish but it’s important. Otherwise we can’t improve. Which are the biggest mistakes you make when selling? Here are mine I can be overbearing, especially when things aren’t going my way. I can be hectoring when the prospect isn’t listening. I can be dismissive when the [...]

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Top Sales Performers Help People Buy

Sales Coach

The sales guy who contributes his/her specialist knowledge to help make sure the customer buys the right thing wins easy business, at the best prices,

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Five Techniques to Close the Sale Early

Sales Coach

Close the sale as early as possible to manage risks and control costs. That’s great advice, but most readers will ask “how”? Customers like to close when they’re ready, not when we want, but there are techniques we can use to accelerate the process The phrase “close the deal” took on whole new relevance during [...]

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Three Stages to Sales Process

Sales Coach

To put a lighter touch to a dry subject it seems to me Selling is quite like Sex. Two, or more (?) people go through this sort of mating ritual trying to figure out if and where, there’s a deal and, if so, will it cause them a problem. The conversation starts with Qualification – [...]

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My Customers Are Smarter Than Me

Sales Coach

Are yours smarter than you? Experience has taught me there are two basic personality types in selling. One which cares THAT the customer buys, and another that cares WHAT the customer buys. I’ve come across plenty of the first type and even worked with a few, but always preferred to be the second. The reason [...]

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Qualifying Sales With Content

Sales Coach

In my experience there are two types of salesman (male or female). One who cares THAT the customer buys, and another who cares WHAT the customer buys. The hit and run guy will take any order, for the commission check. The other guy is selling to get satisfied customers who pay top dollar and give [...]

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