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Are Sales Scripts Helpful?

Are Sales Scripts Helpful or Just a Waste of Time?

Are Sales Scripts Helpful?

The other day I got an email “why I don’t love sales scripts”, and it basically said that sales scripts take the human-to-human connection element out of sales.

So, my analytical brain immediately went into overdrive about why I think sales scripts are instrumental in a salesperson’s success, when used properly.

Meaning, you understand the how and why behind each script, and how and why you should incorporate prospecting into your daily activities, including time to research your prospects before you make that call.

It’s the same with closing techniques and scripts. You are probably already using some type of closing technique that is working for you, at least a little. But do you know why read more

Are You Coachable?

There are two types of Salespeople – those who are Coachable and those who are Uncoachable.

Are You a Coachable Saleswoman?

Which one are you?

First, let’s talk about coachable salespeople

This has nothing to do with how long you’ve been in sales, because getting better is not just about learning more stuff, it’s about finding a mentor that can help you grow and get better, no matter which phase you are in on the Sales Transformation Road-map.

Coachable people are always looking to get better and increase their sales production.

They’re open to feedback and willing to work on themselves. I will even go so far as to say they encourage feedback! And they evaluate what they could have done better and done differently when things don’t go as planned or expected.

Coachable salespeople have an incentive to change.

They have a strong, compelling why and high aspirations and goals that they want to achieve. read more

5 Ways to Maximize the Potential of Your Existing Sales Opportunities

If you haven’t already read Understanding Your Sales Manager, please make sure you take a few minutes to read that for valuable insights on how to improve your relationship with your sales manager. Today we were talking about 5 ways to take your existing opportunities and maximize your sales opportunities.

5 Ways To Maximize the Potential of Your Existing Sales Opportunities

1. The number of “sales touches” before you can close the sale is growing. 

Have you gotten better at creating relationships with your clients through email and text? Every one of them is a touch that brings you closer to a sale.

I find, especially with email, that it helps me to see if my prospect is interacting with me, or not. I can see if they open my email, how long after I send read more

How To Create a Better Relationship With Your Sales Manager

Is your company expecting more from you lately? Maybe they’ve raised your quota? Or expect you to have more activities or appointments in your CRM (Customer Relationship Manager)? Do you feel like the micromanaging is out of control?

Create a Better Relationship With Your Sales Manager

Something that I have found helpful, as more and more sales managers manage more and more through CRM,  is to make sure you are communicating with your sales manager other than through your CRM.  Even if you don’t always feel like they’re actually listening to you. 

Is there a prospect you are having a difficult time closing? Is there an important sales read more

Females In Sales

Gender Equality In Sales

Being a female in sales for 30 years, I understand the responsibilities of taking care of your family while trying to grow a successful sales career. It can mean a lot of early mornings, late nights, and making decisions that put our families first, even if it’s not the best financial decision for our careers. 

Taking care of your family while working full-time is challenging. Juggling family responsibilities and work hours is not easy. But I realize that one of my biggest struggles as a female in sales was getting my managers to listen to me. To listen not only to my ideas and suggestions, but to listen to read more

3 Tips for How to Improve Your Virtual Sales Presentations

How to Improve Your Virtual Sales Presentations

There are lots of similarities between business-to-consumer sales and online sales, as I found out last year when suddenly Zoom calls were all the rage and my two worlds collided.

I’d already been using Zoom, Calendly appointment scheduling and email marketing strategies for my Made Simple Business Learning sales coaching, so it was an easy transition, but some of us are still struggling and perfecting our virtual and online sales calls.

I thought since we are still doing virtual sales presentations a year later, and will probably continue them moving forward even after the covid-19 epidemic is over, it would read more

Increase Your Listening Intelligence and Increase Your Sales

Increase Your Sales With Listening Intelligence
Your Listening Intelligence

We’ve talked about how important listening is in sales, and you know I like to study Neuroscience in sales – more specifically behavioral neuroscience and how the brain affects buying behavior.

Today we are going to put the two together as we look about the four listening styles or listening preferences to see

How to increase your listening intelligence.

You probably already know that two people can listen to the same thing and hear two different things. Just like you have your own personal communication style, you also have your own listening style – you’re listening filters. What you focus on and what you filter out during the sales conversation with a prospect.

How read more

How To Turn Your Sales Aspirations Into Your Reality

Turn Your Sales Aspirations Into Your Reality

While goals are actionable and measurable with specific time frames, aspirations are the things that you want – like financial security and losing weight. 

When you think about your aspirations, it’s your time to daydream to be able to think about all the things you want and only admit in your wildest, craziest dreams. You’re not looking to produce any tangible results. You’re just daydreaming.

A goal is something that you plan to accomplish within a specific period of time. Goals are concrete.

Aspirations are a strong desire to achieve something. They are more abstract and less measurable. read more