The Sales Fix

Strategies to Power Growth

May 26, 2015

Value-based Persistence: Turn Resistance Into Interest

Don’t Just Persist: Use Value-based Persistence Anyone who has ever sold for a living has encountered a situation like the following. After weeks of trying, you’re finally broke through and are talking for the first time to a buyer at a company who you feel you would be a perfect fit for your product or […]

May 21, 2015

Sales Tip Video: Get Rid of “Get-Backs”

Avoid the easy momentum-killers in your selling. When you’ve diligently worked over a period of time to develop a good sales opportunity, you want to avoid the easy missteps that could open the door to your competitors. These start with your ability to handle the full lifecycle sale. Do you have the requisite product knowledge, […]

May 20, 2015

Who Can You Trust For Sales Advice and Guidance?

My friend and colleague, Miles Austin, published an interesting blog post yesterday about the rise of the instant expert. I want to share it with you because he’s talking about an issue that is relevant to anyone who reads a blog or watches a YouTube video to learn something new. The ready availability of easy […]

May 18, 2015

The Basics Are Still The Best Drivers Of Sales Performance

Sales systems can be like the latest fad diet. And, often, just as ineffective. Just like dieters who jump from one new exotic diet plan to the next in the hope that the new one will produce better results, so too are sales managers guilty of skipping from one new sales system or methodology to another, […]

May 14, 2015

Video Sales Tip: Are You Trying To Win The Sale Or Win The Order?

There’s a critical difference between winning the sale and winning the order. One precedes the other and is a vital step in building the trust, credibility and differentiation that leads to favorable decisions from prospects. Click below for some tips on how to win the sale. And, the order.  

May 13, 2015

Is Your Sales Process Aligned With Your Buyers’ Objectives?

Selling is simple if you’re in synch with your buyers. At the beginning of my sales career one of my first sales managers assured me, “Andy, selling is simple. It’s not easy. But, it is simple.” Well, sales should be simple. But usually it isn’t. The most effective way to simplify your selling is to […]

May 12, 2015

The Simplest And Fastest Strategy For Sales Growth

There is no simpler and faster strategy to grow your sales than to quickly and effectively follow-up your sales leads. Great sales lead follow-up can be an engine of sales growth for most companies and salespeople. I have helped many to double their sales merely by modifying and accelerating their procedures for following up their sales leads. (Click here […]

May 11, 2015

Avoid 20th Century Thinking About 21st Century Sales Leads

Sales Leads Today Are Not Old-Fashioned Sales Leads “These are bad leads. I can tell just by looking at them.” Really? How often have you said that? Or heard other salespeople make this claim? I hate to say it, but I still hear salespeople say this like they believe it. When so much has changed […]

May 7, 2015

Video Sales Tip: Two Tough Questions To Ask After “We’re Not Interested”

I am frequently asked by salespeople, “What should I do when people say they’re not interested?” To answer, I channel my first sales boss, Ray. He had the best, and simplest, answer to this question: “Go find someone who is. “ Click below to watch my video. I’ll help you figure out when to persist […]

May 6, 2015

Is Your Ego In The Way Of Being A Good Sales Leader?

The problem with being the smartest person in the room. It’s hard to resist the temptation to show people just how much you know. And how smart you are. Especially when the people who work for you don’t possess your level of knowledge or experience. When they have sales challenges and problems that need to […]