On July 29th The Savvy Saleswoman presents: The Fastest Way to Grow Your Business (more…)
Archives
Archive for January, 2010
Don’t Put Your Business into the Commodity Box
Monday, January 25th, 2010
The most common issue business owners have been expressing to me is that their business is becoming a commodity. When salespeople make it all about a low price to separate your business from your competition, they are making your company’s product or service a commodity. When your salespeople start selling this way they put your business inside what I like to call the commodity box. From inside the box you are not competing on quality, service or the key indicator that separates you from your competitor. Instead you find yourself competing on price which puts the prospect in control and makes you look like everyone else! (more…)
My Children are my Calling Card
Monday, January 25th, 2010
Yes I admit, second to Two and Half Men, one of my favorite TV shows is Desperate Housewives. My claim to watching this show of dysfunction is that it makes my life seem normal. On last week’s episode Gabrielle Solis played by Eva Longoria Parker and Susan Mayer played by Terri Hatcher were talking about their children. Gabrielle said to Susan in a serious tone, “My children are my calling card.” In a show that exaggerates family and neighborhood dysfunction, I was touched by that profound comment. (more…)
Stop Selling to Close More
Tuesday, January 19th, 2010
When you really want (or possibly need) to close a sale, it’s easy to drop into “convincing” mode. You begin to sound like the stereotypical “high-pressure” salesperson explaining the benefits of the various features of your product or service and “justifying” the costs.
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Crush the Competition
Tuesday, January 19th, 2010
Competition is the reason your salespeople and many of your company’s other employees have work to do. If it weren’t for competition, businesses would lack the strongest incentives for change – new products, new processes, new markets, new strategies, new organizations, etc. Competition also encourages companies to introduce innovations that benefit their customers. And changes often mean new work and new opportunities for employees. (more…)
Salespeople That are Passionate Truly Believe What they Sell Helps
Tuesday, January 19th, 2010
During a recent training session with a client the entire sales force was in the room, all from different locations. I noticed two particular individuals who had completely different personalities and located in 2 different states which meant they only spoke when the entire company was together. After a short time frame I finally heard this statement from one of the reps to the other: “Your bubbly-ness is overbearing!” The other rep replied with “I am just an enthusiastic person!”
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Everyone Should Have One
Tuesday, January 19th, 2010
My wife and I went on a trip to Mazatlan Mexico to get away for a bit. We have been to Mexico several times for vacations but this was our first time to Mazatlan. My Mom had an unused week for her timeshare and asked if we wanted to use it before it expired. She was crazy enough to take the kids so I didn’t think twice and booked the flights and off we went! (more…)
Business Momentum
Monday, January 4th, 2010
Since it is easy to be a “Monday Morning” quarterback, I thought I would take my own crack at it. When the Colts played the Jets a couple weekends back, I was utterly disappointed in our performance. We handed our opponent the game! Why? The alleged strategy was if we play conservatively for the remainder of the regular season, we will be healthy for the post season. (more…)
The Tipping Point in the Sandler Selling System
In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.
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