I failed. I teach clients to set daily goals when I’m teaching clients how to manage their selling days. Yesterday, I set a goal to call ten (10) contacts for a customer development and sales project we’ve undertaken for a new client. Yesterday’s score: 10 planned calls 8 outbound calls 2 conversations 1 call back […]
VIEW POSTI unhinged the door in our extra bedroom this weekend to move my son’s bed there. In the process, I wrecked said door. Yesterday, I visited the local Lowe’s store to buy a replacement. For the record, I’m not terribly handy and I’d rather have a root canal than take on a home improvement project. No, […]
VIEW POSTBefore you present your products or hop on a demo, start the sales conversation with questions about the client’s situation and process. Only by understanding this process first can you effectively present your solution. Looking for your sales edge? Check out: “Startup Selling: How to sell if you really, really have to and don’t know how“ […]
VIEW POST“Your such-and-such feature is really a differentiator.” Be careful here – clarify what your prospect means ASAP! Does she mean that your product is has something “really cool” or it is a critical function that will ultimately influence her to buy your product? It might be different but if it isn’t critical to their decision, […]
VIEW POSTYou’re proud of your product and the 27 features your developers built. Great. Just know that during your sales demos, your prospect has only one or two major pain points and will remember no more than three features or functions about your product. Focus, focus, focus your presentation on emphasizing a maximum of three features. […]
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