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Planning Your 2022 Sales Strategy

Planning Your Sales Strategy
How to set up your sales strategy and plan for success in 2022

When planning your sales strategy for 2022, it’s important to look back at 2021 to see how much you did accomplished this year!

This is something I like to do to finish out the year.  Take a look at my analytics to see what I did that worked, and what didn’t. As I begin to put together my plan for 2022 I look at what I can focus on to become even better.

So far I’ve published 56 episodes of the Sales Made Simple podcast.  That’s more than one a week!

I started the daily motivational podcast, The read more

How to Write An Elevator Pitch for Sales Professionals in 4 Easy Steps

Today we are going to talk about something I haven’t done in a while, but it’s probably time to update yours.  It’s something we tend to forget about, but as your sales skills and sales grow and you become more confident in your abilities, this is something you should update.

Can you guess what it is?  

How to Write an Elevator Pitch for Sales Professionals

Writing your 30-second introduction, or your elevator speech.  

When you meet someone for the first time, and you have the opportunity to briefly and quickly explain what you do, it’s easy to think that you should be explaining your value.  

But, the person you are speaking with, whether in-person or on the telephone, really doesn’t care about read more

Step Out of Your Comfort Zone and Thrive

Step Out of Your Comfort Zone and Thrive
Step Out of Your Comfort Zone

Where do you get your best, creative ideas?  I always seem to have the best ideas the minute I start my car – it figures.  The trick is to remember them, right?

Before I get started today on the 3 stages of sales success, I’d like to share a story with you.  This week I met the best salesperson ever … in the Dollar Tree of all places.  I spend a lot of time there at this time every year, because they have just the cutest holiday decorations, unique gift-wrapping ideas, and holiday cards.  All for only $1!

While I was there, checking out holiday things, I could hear a little girl read more

When and How to Use the Take-Away Close

How and when to use a take-away close
How to Close the “Hold-Outs”

How did you end your last month, or should I say when did you end your last month? Did you give up too soon?

A couple of weeks ago I had to unexpectedly take a week off for a family emergency. When I came back last week, I didn’t think there was any way I could even hit my quota, let alone my personal monthly goal. But I pushed forward, contacting those prospects I hadn’t closed earlier in the month, or last month, and I finished in a pretty good place.

I focused heavily on phone calls, emails and texts typing and the take-away close.

Yes, a couple of prospects told me nicely they were not interested, but enough of them decided to get off the fence and make the decision to work with me, and I won the month.

read more

Overcoming Sales Objections

One thing I haven’t specifically dwelled on is overcoming sales objections. In fact, out of 142 of the podcast episodes I’ve published, only four episodes, if you include this one, are about sales objections. Because there are just so many of them, aren’t there?

Overcoming Sales Objection
Overcoming Sales Objections

Actually, there are not a whole lot of real sales objections.

Most are excuses, or stalls. A way to get you to stop trying to close a sale at that moment.

Why do prospects do this? Maybe they don’t want to hurt your feelings, or they’re embarrassed to share the real reason they don’t want to, or can’t buy from you. It’s easier to lie than to tell you the truth, and they just want you to go away.

Here are some of the top lies, or excuses, I have heard.

  • I need to think about it.
  • I have to run this by my spouse, partner, kids, lawyer, financial advisor…
  • I never buy at the first meeting, or
  • I need to clean up some other things, but I’ll be ready next week, month, or year.

When read more

What’s the best cold call opening line?

What’s the first thing you say when you are making those cold calls to new prospects? Learn the best cold call opening line and why it works!

What's the Best Cold Call Opening Line?

The cold call “How Are You?” Debate …

I have tried asking, “how are you today?” Asking if they’re free or if they have a minute or if they’re busy or even “I hope your day is going well so far”.

If you’ve ever received a telemarketing call, or even a robo marketing call lately (they sound so real, don’t they?), you may have noticed that they just jump right into their pitch, without any niceties at all. Like if they talk quickly enough without giving you a chance to speak, that read more

Is Using a Sales Script Helpful?

Are Sales Scripts Helpful or Just a Waste of Time?

Is Using a Sales Script Helpful?
Is Using a Sales Script 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 using a sales script is 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