Dad used to tell me – “Make a list. If you make a list, you won’t forget anything.” Makes sense at the grocery store and during your sales calls – that’s the basis behind the SalesQualia Sales Mapping workshop. Today in his HBR article “Plan Your Sales Strategy,” Steve W. Martin wrote: In my win-loss […]
VIEW POSTIf you choose one aspect of your sales calls to improve upon, it’s your questioning strategy. Play a game with yourself – see how long you can go in a sales conversation before mention your product or services. We’re all proud of our products and all of the wonderful features and benefits. But until you […]
VIEW POSTFor example, when a prospect requests a trial of your software before presenting to senior management, ask the prospect – “Is that a critical path to getting approval?” Just because a prospect makes a suggestion, you don’t need to accept it. The call should be collaborative. More on this here:
VIEW POSTMap your sales calls before you pick up the phone – create a “Call Map” and a “Conversation Tree.” This is a primary activity I recommend to salespeople (and those selling their products that don’t consider themselves a “salesperson” such as company founders and CEOs…). A “Call Map” is simply a flow chart or activity map where […]
VIEW POSTWhere you sit during your “Big Sales Presentation” matters. Too many times in a group setting, I’ve watched my colleagues stake out ground on one side of the conference room, leaving open only the chairs on the other side of the table. It’s like they’re hoping either an arm wrestling tournament will ensue. This is […]
VIEW POST