Six Steps to Seven Figures

I am often asked for a simple, effective, no-nonsense approach to goal setting that
can be used by anyone to start the year fast and focused.

What follows is what I affectionately call the Six Step Makeover.

It’s a simple process that’s easy to learn, easy to apply, and easy to get results from.

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Play a Bigger Game in 2016

Challenges work to boost your effectiveness…

and that’s why I’m writing you right now as I
hope you don’t give up on your New Year’s
RESOLUTION by Jan 15th as most will do!

What do you think would happen if I were to
follow you with a camera crew 24 hours a day,
7 days a week for the first 100 days?

I bet 3 things would immediately take place…

1. You’ll START being more EFFECTIVE

2. You’ll STOP being INEFFECTIVE

3. You’ll SPARK MOMENTUM in your life!

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Improve Your Success Using Clear Communication

Most of you know how important Effective Communication impacts Your Results. I utilized an entire chapter in my book Three Games of Selling to this most important element in sales and leadership.

There are Seven Tips for Being Clear in Your Communication with Customers. Without this clarity, you can create issues and concerns for the customer which can ultimately cost you sales. Your Success depends heavily upon your ability to communicate exactly what you mean to say and the customer actually gets your meaning completely.

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6 Hard Questions for Yourself when Slumping

Thinking about Sales SuccessRecently was talking to client who was struggling with his results for the past couple of months. He had lost his confidence and was questioning everything he was doing – without any new success.

So after a while of listening he point blank asked me to help him.

So, I started by asking six hard questions to begin his sales results turnaround. Then I realized he may not be the only person with a b2b sales slump, so I decided to share the six questions to help others to gain clarity of the their situation and move forward successfully.

Here are the six Hard Questions…

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Six REAL Reasons Buyers Don’t Buy

While it is very easy to use the classic reason for prospects not buying from you – the price was too high – I don’t Buy It. Sorry for the pun it was just too easy. 🙂

Yet, my choice is correct – that price is not the only reason. And, it is used as the verbal reasoning told to you, since most buyers do not want any confrontation or conflict due to the real reasons.

Here are the REAL Six Reasons They Don’t Buy from You…

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Signals of a Transactional B2b Sales Person

One of the biggest signs of a problematic b2b sales performance is the challenge of unlearning the traditional or transactional sales tactics of the past. When b2b sales people start telling me how hard their job is today – and it is – I first want to empathize with them and then find the answer to their problem.

I agree with one “excuse” customers & prospects want to get the best deal – which to many means lowest price. To the superstars, it means they want the best value offer which is quite different from the lowest price concern.

Now as someone who has assisted many sales people and sales teams transform from Transactional Selling to a more Progressive B2B Selling, this has always been an issue for the sales executives. The Key was to fundamentally change or transform the mindsets of the sales teams.

An interesting observation from these experiences – it usually just took One Sales Person to accept the new mindset, change the way they sold and have success in the field. Amazingly, the majority of the team would sudden change their performance levels shortly afterwards. This proves the power of mindsets in the world of selling.

So, how do you know if you are a Transactional Sales Person today? Usually you are not happy with your results, while your gross sales may be the same – your margins are lower and you feel you get less respect from both the customer and the sales manager. So what is causing this issue?

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5 Tips for Sales Meeting the CEO.

Often Sales People ask me about meetings with a CEO or President and if there are specific differences relative to these meetings. And, the answer is a huge – yes, this is a different level of sales meetings.

Yet, b2b sales people continue to meet with the top level executives and immediately fall into feature spouting machines. Whenever this happens, the opportunity has crashed and burned and the only person who is unaware is the yakking sales person.

Really people, do you believe the CEO cares about the details or features of your product or service? The CEO is only concerned with improving results. It is really that simple.

So here are a Five Tips for Meeting with a CEO or President in a selling environment…

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Top B2B Sales Book – Must Read

We are off to a new year so I trust you have first done the following…

  • Reviewed Your Results from the Previous Year
  • Thought about Your Key Accounts and Their Current Direction of Revenue
  • Identified and Related Your Key Targets to Your Ideal Customer Profile
  • Set Some Exciting and Challenging Goals for the New Year

If you have done the above list with some time and energy, then you are ready to execute on achieving those goals.

However, if you are continuing down the road of doing your sales process the same way you have done it in the past – well, you may be in trouble. The Buying Landscape has changed. Have you noticed some of things you have used successfully in the past are not working as well or even at all?

Welcome to the new world of b2b selling.

The Buyer feels more in control and is using their new found power (occurred since the Great Recession) to control our efforts as successful b2b sales people.

So if you are sincere about taking back control of your b2b sales success, you need to take a moment and read an exciting new b2b sales book. Personally, it has changed my success since I began following the recommendations found in the book.

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Game Changing B2B Sales Book List

One of my most common questions from my clients involves “what sales books should I read?” or “Do you have a List of Recommended Sales Books?”

So today I’m sharing what I consider to the B2B Sales Books which are all considered “Game Changers.”

Okay, someone is probably asking “what makes these books Game Changers” which is a great qualifying question (Very good if you asked this question to yourself).

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