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The second trait of Elite Sales Performers is that they care. Why is this so critical to sales success? Teddy Roosevelt said it best: “People don’t care how much you know until they know how much you care.” Customers can quickly and easily tell if you truly care about them by the way you engage…
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Elite Salespeople do the hard things first.
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do more for others.
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Sales is a two way street: it requires active participation from both parties to run a successful sales cycle. One of the best indicators of whether a deal is qualified or a customer is serious is their level of engagement. Customers who want whatever you’re selling are typically willing to share during discovery, actively communicate,…
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Do your clients really NEED what you’re selling, or is it a nice to have? Once you understand why they truly need what you have to offer, then you can sell with much more effectively. This will improve your win rates and save you time chasing unqualified deals. During discovery, I use a method I…
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🤔 At what stage of the sales cycle should you deliver pricing, and who should you give it to? Many software deals are lost as a result of giving pricing at the wrong time to the wrong person in the sales cycle. If you give pricing too early, the prospect may disqualify you before the…
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How do you separate your self worth from your sales performance? 3 in 5 sales professionals rate their mental health as “fair” or “poor,” and a major reason is due to constant stress and pressure to perform. We beat ourselves up when things aren’t going well, don’t celebrate enough when things are great, and struggle…
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At 42 years old, I decided to run a half marathon. I set this goal to inspire others to go after what they want and show that it’s never too late to start. Last Sunday I ran my first half marathon in 2:07:56, an average pace of 9:45/mile. My original goal was 2:15, which I…
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We all know the importance of engaging with decision makers to accelerate your deals. The question is, how do you book meetings with Senior Execs? Here’s my formula for booking meetings with power in any organization: =================================================== Step 1: Research the Executive extensively. Most important is that we identify what they are focused on in…
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“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen R. Covey To succeed in Enterprise sales, it is important to engage directly with power and align your solution to a key initiative or a problem your client is trying to solve. The challenge, however, is…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…