Single level objections are the most common and therefore the first thing we need to learn how to handle as sales professionals. The skill we need to develop to better handle objections is called, “Being in the moment.” Teach your team how to spot these situations.
What do you really know about a potential buyer? Does your qualification process only consider the types of projects and revenue? What happens if you fail to pick up on the customer’s buying style?
As a young manager, I made all the best mistakes.
It seemed perfectly natural to blame people who made errors or exercised poor judgment and ‘hold them accountable.’ It rarely worked. The mistakes kept happening.
Two weeks ago, I re-shared a popular blog calling out how snobbish we can be about sales opportunities. Someone then reminded me that there was a follow-up to that blog and asked would I share that?
When you operate a growing business, you quickly learn how important it is to hire really great people. In fact, next to cash flow, that is probably the most important job you have as an owner.
Where do you find awesome employees?
If you are like me, you want to hire the first person that presents themselves reasonably well and get back to work. The real “interview” is on-the-job.
Sustained marketing is hard. Not all of us can do it. We lack time, resources, or inclination. However, small efforts will pay off – and they are better than nothing. If you do nothing, well…nothing happens.
Except it’s worse than that.
Who’s your ideal client? If you plan on describing someone in the C-Suite of Fortune a 500 company, let me get out my calculator. This is going to get expensive. Almost every day I hear from owners that want to grow, work on big projects, and cut out the middleman. “We want to deal directly with the buyer – the Decision-Maker.” What’s your beef with the middleman? “They take too big of a cut. That’s money I could be making. Plus, it adds another gatekeeper. We need to communicate directly with the economic buyer in order to meet their needs.” Ah, now I understand. You don’t realize that middleman exists because your ideal buyer doesn’t want to pay you that “extra” money. They are buying insurance against – well, you. Now, you want to tell them that you are all the insurance they need, how wrong they are? Awkward. And I suspect that the middleman is keeping you at arm’s length precisely because you covet their customer. Basically, you are not trustworthy. You are not respecting the sales channel. But let’s look at this another way. The middleman is providing a valuable service to you. Agencies, Producers, General Contractors, Architects, Designers, […]
Employee Reviews are no one’s core competency in small business. They can be time-consuming, sometimes awkward, and potentially polarizing. Done well, reviews can help your team grow, make you a better manager, and enhance company culture. Done poorly? I have seen good employees quit on the spot, dedicated employees give up, and poor employees continue to wreak havoc on your business.
I don’t often talk about how to get your price down. I’m more of a ‘how to get more money out of your target customer’ kind of coach. However, some of my followers are cost leaders and sometimes they need to leverage that advantage.
Too often we conflate our cost with price. There is a correlation: If your costs are higher so must your price be. But never forget that…
The marketplace sets the price for most of us.