Home Coaching the Sales Mind (Series)

Coaching the Sales Mind (Series)

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 
A weekly series of commentaries and insights for Sales Professionals who own critical growth goals for the company.  Don’t look for a sale. Look for the buyer’s time. Track Outcomes first. Activity second.  Stop noticing the wrong signals 3 Types of deals. Only one you can influence … Sales is hard. You can get...
Sales is the land of set-backs, emotionally called rejection.  A "good" day is 3 step backwards, and one step forward. A very good day, is just two steps backwards. Sales is approached emotionally by most salespeople. We get depressed over single events, usually events where the odds were lottery-like in the...
You probably have a sales pipeline that has between 6 and 20 (at most 30) opportunities. Here's what's going to happen to that pipeline. 1 Some of the opportunities will close anyway no matter what you do. They are called the anyway sales. You might even be spending a lot...
Listening is considered one of the great sales skills. You have to be a great listener -we're told. Do a survey of 10 salespeople who are great listeners, and ask them what they heard during the last sales-related conversation. It will sound something like this ... They have to do...
As a sales manager, it's an easy trap to fall into. You encourage a high work rate and high levels of activity. All necessary to succeed in sales, but then you notice something; your salespeople start to measure progress in terms of "work completed", but don't seem to be...
The background music in the sales world is based on the "get the sale" tune. Just listen to what happens in the weekly sales meeting; the conversation is all around closing, making the sale, how excited the customer is, how big the opportunity is. It's  "happy ears" noise that...
Prospects and buyers have it easy. They get to say "no" in a a million different ways that sound like yes. We salespeople are so eager to hear something besides no, we imagine or report we heard yes.  At the heart of effective sales performance is measuring progress accurately so...
Selling is a poor word for what salespeople do. The word itself suggests pitching, convincing and closing.  This is a persuasion view of selling i.e. influencing people to buy. The logical assumption then is that if you want to sell more, you get better at pitching, persuading and closing. There...