Sales is a science – understanding the human factors that contribute to a decision to change the status quo – and as with any scientific endeavor, having a systematic approach is often the difference between success and failure.  A key benefit to a systematic approach to sales is the ability to gain information, provide knowledge, and offer solutions in the same order that the mind naturally goes through the decision-making process.  Step selling is not a new concept.  Its been successfully used by the largest B2B & B2C sales organizations in the world.  But many others fail to understand the …continue reading…

The domino effect is a chain reaction when one motion sets off a series of similar events – such as a row of dominoes falling.  In sales, the stages of our sales process set the dominoes up and when we initiate that process, we push that first domino and the chain of events begins.  The problem is that undisciplined salespeople follow the natural human tendency to cut corners – everyone at some point in their lives have done this, present company included.  But in sales, this can also set off a dangerous set of events which leads to reduced conversions, sales, and even …continue reading…

People don’t want to buy a quarter-inch drill, they want a quarter-inch hole. ~ Theodore Levitt Mr. Levitt is credited with (among other things) giving us this popular anecdote, succinctly explaining that buyers aren’t interested in the ways and means, they’re interested in the end result. With technology becoming more and more ingrained into business processes, sales teams have begun to mimic the sales techniques of their IT providers – offering features, versus benefits and values. For those that may not be familiar with the distinction between the two, here’s a quick lesson – features talk about the product or service; while benefits talk about …continue reading…

When You Should Avoid Asking Yes/No Questions My biggest pet peeve is callers who ask questions where the only logical response is either ‘yes’ or ‘no’ – also known as close-ended questions.  Decision makers are more intelligent than many companies realize, and they can see through qualifying questions, and manipulate their responses to avoid sales calls.  Asking close-ended questions can be a powerful part of a sales call, but only if used at the proper times and in the correct way. Discovery is no place for a close-ended question.  When you are speaking with a prospect, hoping for a chance to …continue reading…

 1. Lead, Don’t Manage. There is a tremendous difference between a leader and a manager.  In my office hangs a saying by Antoine de Saint-Exupéry on that sums up the perfect leader: If you want to build a ship, don’t drum up the men to gather wood, divide the work and give orders. Instead, teach them to yearn for the vast and endless sea. Leaders encourage others to achieve a common goal and strive for the best.  Show your team the way and encourage them to be a part of its growth and opportunity.  Give them a sense of ownership of the …continue reading…