One of Benjamin Franklin’s most insightful adages—often echoed by my wise father—states: “If you want a task done quickly, ask a busy person to do it.” At first glance, this may seem counterintuitive. Why would you assign more work to someone already occupied instead of turning to someone idle? The...
When your company receives a Request for Proposal (RFP), is it usually assigned to junior or new salespeople to complete? If so, this is a mistake. Let me explain: One of the struggles that many sales pros face today is whether to participate in an RFP process. They are often a mixed...
The sign at my local Mission Barbecue restaurant reads, “If you knew you couldn’t play tomorrow, how hard would you play today?” This statement suggests the importance of effort and commitment in the present moment. Also, that one should always give your best effort to try to win in competition. Those...
Most Sales Training Is Wasted U.S. companies spend nearly $70 billion a year1—about $2,000 per sales rep2—on sales training. Yet much of this investment is wasted. The content is often outdated, the delivery methods are ineffective, and sales managers rarely reinforce what was taught. Despite poor results, many executives continue to...
Why “Do Nothing” Is Your Toughest Competitor in Enterprise Sales Automobile dealers know a painful truth: when a customer says, “I’ll think it over” and walks out, they seldom come back. That’s why dealers pull out every tactic imaginable—stalling by keeping your keys, bringing in the sales manager, applying wave after...
A key decision-maker may ask, "Why should I purchase your product or service?" during or after the sales presentation. This question presents an opportunity to convey the concise value proposition. Although this inquiry can disrupt the flow of a presentation, it can be advantageous if approached in a constructive manner. Rather...
I am a big fan of Major League Baseball and specifically of the Chicago Cubs. Have you ever noticed that many offensive rallies happen after one team has two outs on its opponent? My wife has repeatedly pointed this out to me, and it’s true. An analyst examined data on baseball...
Pizza is my favorite food, although I have had to reduce the number of occasions that I dine on it due to my recent diagnosis of type 2 diabetes. I enjoy all styles of pizza, including thin crust, stuffed crust, Detroit-style, New York-style, and Neapolitan. My favorite is pepperoni pizza....
Have you observed that the effectiveness of your standard sales pitch varies significantly based on the personality of your buyer? If not, it is essential to pay closer attention. Individuals possess distinct personalities and respond differently to various situations. I suggest that sales pros study buyers, not just pitch products....
After the announcement of our company’s acquisition, a sales pro began packing his belongings and would quickly exit the office. He previously worked for Dun & Bradstreet, which acquired our company. Given his previous experience with the acquiring company, where he misbehaved upon leaving after his employment was terminated, he...