Emotional triggers are really important in selling. When used the right way, they can be extremely effective. People make decisions based on emotion, not logic. Of course buyers have logical sounding reasons for their decisions. We justify with logic but buy on emotion. This goes for any market. A lot of salespeople make the mistake […]
Continue readingWhen it comes to selling, being motivated is key. Without it, you’ll never become successful. Selling has a lot of challenges. Whether its deal that goes south or a customer that just can’t seem to be made happy, unless you have significant drive you simply won’t push through. Lack of motivation is one of the […]
Continue readingLast night at dinner a co-worker asked me if I would “do it again?” Would I leave the comfort of a salaried management position to go into sales if I could get a mulligan (free do over)? The question came up as we were swapping war stories and thinking out the various twists and turns […]
Continue readingMany salespeople work from home offices. There are a lot of advantages to working from home. However to be successful a person needs discipline and structure. It is easy to become distracted when you’re working from home. True, you don’t have your coworkers talking about last night’s Dancing with the Stars or showing you photos […]
Continue reading“Job Title: Sales Rep. Job Responsibilities: Generate Leads. Close Sales. How to Get the Job Done: It’s up to you, my friend.” This is how the book starts and isn’t it TRUE. No-one tells us how and the real help we get as out-in-the-field salespeople is minimal. Few companies are good at generating leads! Most books written on the topic are for management (Lead Generation for the Complex Sale, for example, is a great book, but not for the grunt on-the-ground like me). Other books just rehash cold calling techniques that simply don’t work in this overworked, too busy, voice mail and email business environment.
Continue readingThere are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Few books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This book, coupled with “Selling Against the Goal” has replaced 90% of my selling library and is an indispensable read.
Continue readingIf you’re an entrepreneur, a sales leader or a manager this book is a must read with sage and up-to-date advice. For the salespeople on-the-ground and in-the-field better book selections for lead generation are “Selling to Big Companies” and “Selling Against the Goal.” However, “Lead Generation for the Complex Sale” does inform every salesperson about the skills needed to be successful regardless of one’s position.
Continue readingBreakout Selling does regular Webinars and Teleseminars on the top issues salespeople face today. More information on these sessions will be available soon.
Continue readingEver get stuck? Have a opportunity that just won’t close or you need some advice on? Here is an inexpensive and effective answer: A Coaching Call with a mentor that is guaranteed to get you results or you don’t pay a penny! Salespeople call me many reasons, I will list the top 3. To make […]
Continue readingBreakout Selling has taken the best of our yearly bootcamps and put together a course to help salespeople achieve their goals. The course is not quite ready yet. I’ve been working on a new book called “Making leads” and it will be available on Amazon in October. However I’ve taken out the most important parts […]
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