Rating Prospects

How likely is this deal to close? What percentage would you attach to that? What does the pipeline look like?

Rating prospects helps you project new business as well as point to where you should focus your efforts. Unfortunately, many rating system don’t really help you do that. Here are common approaches, why they don’t work well, and what to do instead. (more…)

I am not a “learning” professional

The training, teaching, and performance development field has its fads and slang — like any other. Ages ago, training was often described as an “intervention,” prompting an image of someone running into a classroom and yelling, “Stop! Stop!” These days it’s common to see we pros described as “learning” professionals.  Now, most of us are into learning on a lifetime basis, that’s certainly true. However, calling us “learning” professionals is so, so wrong. (more…)

Tips for Using the Rating System

Read “Rating Prospects” first. Otherwise these tips will make no sense. (more…)

The Consultative Framework

There are many different ways to organize sales conversations. I teach and use variations of the one you see below. Its major parts are shown in caps with a bit of explanation below each. See other articles for more on certain elements, and on how to manage selling over several conversations. (more…)

Is “social” networking networking?

The short answer is yes, of course! As much as some may say it’s different, the new wave, will supplant in-person networking… The interactions you have on LinkedIn, specific listserves, Twitter, and even Facebook are indeed networking. Include these activities in your networking analysis, giving them their own rows. (See “Is your networking working?” for more on analysis.) (more…)

Is Your Networking Working?

Networking can be an excellent marketing tool to include in the mix. Because networking is often a favorite, it’s also easy to spend more time, money, and effort than it’s worth. Here’s how to use a simple matrix to make informed decisions. (more…)

How to Hold Great Meetings

Meetings can be a colossal waste of time. Here are tips for avoiding that, especially for sales and service team meetings held on a regular basis. (more…)

Prospects’ reaction, and motivation

Tania asked:

I get motivated when I feel I am making a meaningful difference in the lives of others. I think this could hurt me because of how I may perceive the other person reaction on the phone. Any suggestions for people like me to remain motivated when cold calling? (more…)

Why Do Customers Do That!? (Part II)

Service reps deal with lots of customers who are irritable, impatient, annoyed, and downright rude. It’s understood that behavior comes from frustration, worry, and the idea that the angry-squeaky wheel gets the grease. Here are the questions for this article:

Why do customers stay that way even when they got what they wanted? Why don’t more of these customers say “Thank you” or even apologize for giving the service rep a hard time? Why are so many customers still grouchy when they hang up? The short answer: biology. (more…)

The Incentives Trap

Do you pay your sales or service reps “incentives”? Are you working on strengthening your sales culture? Here is some insight into how one can undermine the other. (more…)