The best salespeople run presentations, interact with prospects, and close sales with the K.I.S.S. strategy. If you’re not familiar, it stands for Keep It Simple Stupid. Keeping it simple in sales is about finding the easiest, and most repeatable path to close sales. Keep it simple, stupid might sound like buzzphrase, but it has an interesting origin story. An aircraft engineer …
We can learn how to get better at sales by watching what the best salespeople do. The best salespeople consistently have a clean sales pipeline with no flaky opportunities. They take control of the sales process by getting prospects that are not going to buy out of their pipeline as soon as possible. This idea …
Never send a sales prospect pricing to review on their own time. They might not understand it, and they might not think the cost is reasonable. A lot of salespeople want to know the best way to explain pricing to sales prospects. Explaining your pricing model in-person or over the phone is the best way, …
Sales professionals always ask what the best way to handle sales objections is. The best salespeople don’t handle objections the way you think – they plan ahead. They handle their customers objections by preempting them before they come up. Normal sales objection handling is reactionary, while preempting objections is anticipatory. Objection handling is a skill you …
There is nothing worse than sales books by “gurus” (don’t call yourself a guru) that peddle sales closing techniques help salespeople close more deals. They don’t work, have never worked, and will never work. If you have a book with a section on closing techniques, I would question the quality of the rest of the …
How do you motivate salespeople? Is it incentives? Uncapped commission? A vacation to Mexico? Those types of spiffs are great for creating short-term motivation. Salespeople that are consistently motivated care about the company and it’s success. You should strive to create a company that they want to work for long-term. The blueprint is out there, …
A sales email tip I received helped me rethink my email content strategy, and it’s painfully simple. Don’t “check in”. Start asking “How can I add value to my sales emails?” before you click send. You probably know the classic “just checking in” email, but I’ll summarize it to help jog your memory: Hi Mr. …
The best lines in movie history were well rehearsed, yet sales professionals think they deliver a well-crafted pitch without any sales practice. Sales professionals think that conducting demos and meetings will be enough. It might be enough for some, but the majority won’t be able to survive off of that. The best speeches, movie roles, …
My sales numbers jumped dramatically when I got good at preempting objections. Many sales professionals pray when they get to the end of a call that they don’t get any tough objections. They hope that nothing went wrong, and that the prospect will love their solution. The issue is that they have no clue what the …
I used to think I would only be happy in sales 20 days a year. My sales motivation came from the 20 days immediately after I hit my quota. Everything else was the grind. Every sales professional knows the grind – the feeling of being behind target and fighting to catch up. Sales quotas are …
