Partners in Performance Blog

Client Sales Meeting Failures: The #1 Cause

Client-Sales-Meeting-MistakesDo your client meetings sometimes get derailed? It’s probably because of this one flaw in your sales process: the way you opened the meeting. You have to take control both at the start by setting the context of the meeting, as well as at the end, wrapping up with clear next steps.

I see this failure to open and close meetings properly happen all the time. And I know you do too. This one thing is done so poorly and inconsistently in client sales meetings, that it’s a #1 cause of “no … Read More

What’s the Most Important Selling Skill?

ShoesWhich of these selling skills do you believe to be the most important?

Prospecting skills? Questioning abilities? Objection handling? Closing skills? Ability to deliver a great presentation? Get referrals?

All are important. But I believe there’s one that beats all the rest hands down. It’s the ability to put yourself in your client’s shoes. To think like they think and feel what they feel. And to see the world from their perspective.

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Sales Call To Action Mistake #4: Not Preparing

Your preparation for a sales meeting will be more effective when you start by asking yourself, “What is my desired outcome?” That leads to, “What do I want the client to do as a result of my presentation?”

An even better question to address in your preparation is, “What do I want the client to do as a result of my presentation that would move the action the furthest and the fastest?” These questions will ensure you are well-prepared for your … Read More

Avoid Sales Call to Action Mistake #3 and Shorten Your Sales Cycle

What makes a sales Call to Action effective? I believe that a good call to action can make a huge difference in your sales results and the length of your sales cycle. It’s not the only sales skill to hone but it sure is worthy of attention. Faster and more sales is a good thing!

According to Profit Magazine, 67% of sales people don’t ask for a call to action let alone do it well. Read … Read More

Sales Call to Action: Closing Mistake #2

When you are closing sales, who is doing the action in your Call to Action? If it’s only you and not your client, you are guilty of committing Sales Closing Mistake #2. And this will cost you sales results.

Mistake #2: Sales Person is the Only One with the Action Step

The Call to Action in sales refers to CLIENT action. In my sales coaching, I observe, far too often, sales people leaving their sales meetings with a list of follow-up … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, it’s … Read More