Partners in Performance Blog

Your Daily Sales Habit

Glass of water with ice, lemon and mint. Isolated on white backgWhat are your daily sales habits? How do you kick start each day to ensure you have a productive, results focused day? Do you get lost in your email? Do you grab a coffee and chit chat with friends?

Every morning I wake up and have a glass of water with a squeeze of lemon juice. It’s supposed to be good for the liver. What’s more important to me is that this daily … Read More

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

Deconstructing Big Whopper Sales Mistakes

Sales-MistakesOne of my colleagues was recently lamenting about his frustration in a sales pursuit. To me, he committed two really big whoppers of sales mistakes. He was not successful in securing the business with a client he wanted, which is a shame. The prospective client had a tough problem which could have been alleviated with my colleague’s help.

For Fred, my colleague, it was not only a lost sale but a missed opportunity to contribute his unique expertise and make a positive difference. By all rights he should have won this business. … Read More

Gaining Client Perspective – From the Eyeballs of the Client

Client-PerspectiveUsing ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically experienced the world from my client’s perspective. It was astonishing!

A new prospect phoned me to let me know she was interested in purchasing my video training on ‘13 Expert Tips for Creating Truly Persuasive Presentations’. She expressed frustration because the information page lacked clarity about what she was actually buying and in what format. Yikes! I was very grateful for the … 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.

Read More

Preparation Checklist for Intentional Selling Success

Check-List-Sales-PreparationPreparation is the first step in the Intentional Selling 6-Step Process, as it is in any sales system process. Yet, when I work with sales professionals and we do a post-mortem sales autopsy, it’s the first place things go wrong – in the preparation, before there’s even any contact with the client!

Don’t let this happen to you. It’s avoidable. You have control over your sales preparation.

Failing to prepare is preparing to fail. But not all preparation is the same. Knowing how to … Read More

Can You Define Your Repeatable Sales Process?

sales process Small (2)If I were to ask you to specifically define your sales process and tell me why it works to produce sales results, what would you say? My hunch is you would struggle with your answer.

That’s because one of the most all too common mistakes made by sales people from all industries and professions is their lack of a disciplined, intentional sales process that stacks up against well established best practices.

How can it be that organizations understand the importance of … Read More

Sales Follow Up: The One Thing Most Sales People Can Do Better

“It’s all in the sales follow up.” This is the mantra I hear repeatedly from several clients I work with in the financial services industry. The sales person calls on financial advisors and brokers to provide advisory support and promote their financial products.

But without timely, value-added follow up, any opportunities that may have been uncovered in the sales meeting disappear into the ether. Without excellent follow up they don’t ‘land the plane’ and results aren’t achieved. Without doubt this applies to every B2B sales person in every industry.

What I find astonishing is how inconsistently this last critical step … Read More