Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering.
Purging your pipeline regularly keeps you honest with yourself. To do so, get in touch with your long-term prospects to see what's happening. Find out if they're still serious about making a change, and if so, realistically when.
Like many sellers, I look calm, cool and collected. But underneath that exterior, I've often felt far differently. If you really knew me, you’d know that I’ve worried about many things, including:
• Meeting my quota.
• Succeeding in a new sales position.
• Giving an important presentation.
I’ve fainted in sales calls. Once I even dropped 10 pounds in the month following a promotion to major account sales. I was so sick to my stomach that I couldn’t eat. (Not a good diet!)
Decision makers don't care about your product's speed, specifications, or efficiency. They don't care about the wonderful methodology you use.
Your offering is simply a tool. They care only about the results your offering delivers for them.
Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you'll definitely attract their attention:
What if you were at risk of losing your best customer?
It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?
Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know who’s currently got the business.
There’s a part of me that thinks the movie “Glengarry Glen Ross” is one of the worst things to ever happen to salespeople. Alec Baldwin’s excellent portrayal of the narcissistic real estate salesman, Blake, has some of the most powerful and memorable lines regarding sales ever uttered on film, “A.B.C.: Always Be Closing,” and “Coffee is for Closers!”
Well, I don’t believe either of those is accurate. I would suggest: ABP: Always Be Prospecting!
You have heard before that “efficiency” means doing things right; “effectiveness” is doing the right things.
One of the most effective and efficient men I know is Dave Liniger, the founder of Re/Max Realtors. He has established an atmosphere that encourages the people around him to get the most out of their time and themselves.