skip to Main Content

Well thought out sales processes are like the mortar of consistent sales. These blogs will provide direction and guidance for you related to Sales Process.

Buying Team Roles

Who’s A Better Salesperson, You or Your Prospect?

Just for fun, imagine one of your prospects from a recent selling opportunity who has no sales experience is asked to join your sales team and sell in your place. They are now the salesperson and you are their coach. You can coach them from the office, but you can’t meet with prospects and customers any longer because that is their job. Would you be willing to put your income and job security in their hands? Here’s the scary part of this story. It’s already happening to most of you during your current selling situations. When you’re not allowed to meet with all the parties involved in the buying decision (the buying team) you’re left with little choice other than hoping your prospects can do your selling for you.

It’s not always easy to be granted access to the buying team, but it should be your goal to do so. Improving your ability to convince your initial contact of the value of having you meet with their buying team will be very profitable. Here are nine steps to help you be more successful at doing your own selling while better serving your customers.

Read More
Customer Buying Process

Tune Into Your Customers Buying Process

We’ve all been in those situations when a salesperson is trying to build your interest after you’ve already decided to buy. If the salesperson would just stop talking you could place the order. Then there’s the times when you’re not ready to consider buying and you’re being asked when you would like delivery. In either case, the salesperson is not recognizing which stage of the buying process you’re in and is actually working against the sale. Staying in tune with your customer is key to having an enjoyable and more often than not successful selling conversation.

Read More

The Selling Skills Blueprint To Strengthen Your Sales Team

If you’re a salesperson, you’re usually measured on sales revenue or account additions. When you’re ahead of the game it comes with a pat on the back and maybe a bonus. If you’re behind you get a reminder to work harder and make more calls. Have you ever thought, “Is that all there is, make more calls and work harder?” After all, that‘s what you’ve been doing.

If you’re a business owner leading your team you might be wondering what else you could suggest to them.  If there was only a selling skills blueprint that would help you both know what skills to improve on?  There is, and it’s packaged in a sweet little sales improvement tool called Profiles Sales CheckPoint TM

Read More

Fishing Secrets That Will Help You Land Big Accounts

There was a season in my life where all I thought about was fishing. I didn’t take it up until my late 20’s and for about 10 years I couldn’t get enough. Looking back now, I can see how it was all part of my life preparation to teaching more people about sales. Since I didn’t grow up fishing, I needed to learn how catch trout and salmon on the river from other experts. You’re reading my blog to be more successful at selling; I was stopping by fly-fishing shops to learn how to catch big fish. The parallels between sales and fishing are uncanny. Here’s what I learned about fishing that applies to landing big accounts.

Read More
Sales Tip

Mirror Mirror On The Wall..Have I Been Outsold?

Imagine yourself sitting in front of your CRM or meeting with your manager during a debrief session. It’s time to answer the question, “Reason for Losing the Sale.” The common choices are related to price, product, service etc. I’d suggest you add one more to your list or discussion, “I was outsold.” Have you admitted to being outsold? If you haven’t, it must be your first day on the job, because it’s happened to everyone I know.  So what does it mean, being outsold?  How do you know if you have and why’s it important to know? Let’s find out.

Read More
Back To Top