Partners in Performance Blog

What Are the Steps in Your Sales Cycle?

If you don’t know the answer to this question, it’s costing you sales. I challenge you to address it. You should be able to list your sales cycle steps on one sheet of paper.

In a recent blog post, I wrote about the importance of mapping out the specific steps in your sales cycle. Even though every situation is different, it makes good sense to have a proactive, intentional approach to guide opportunities forward to a successful conclusion. People rarely do this. Why is that?

Everyone “gets” the importance of mapping … Read More

Top Sales Errors: Why Pitching Product Doesn’t Work

Questions will help you persuade more powerfully than any other selling behaviour. Yet the number one error that I consistently see sales professionals make is not asking enough questions to clarify the needs of their clients.

In my sales training and coaching, I’ve seen even seasoned sales professionals lead with their product, solution or ideas rather than leading with questions. Pitching product (showing up and “throwing up”) is hoping that if I talk about my product enough, something will stick. But it will annoy, overwhelm and cause your client … Read More

Sales Mistakes: Confusing Marketing with Selling

A big mistake some professionals make is confusing marketing with selling. In my work with Partners in Performance and as an Intentional Selling™ coach, I have met many professionals who are not crystal clear on the distinction between marketing and sales.

They see marketing as a way to avoid the dreaded job of selling their services. This resistance to sales is illustrated below.

One of the former “Big 5” professional services firms responded to fierce competition by rolling out a sales coaching program for their associates and partners in North America. As one of the coaches involved, I quickly learned … Read More

How to Avoid Being Stumped by Client Objections

Client-ObjectionsThe boy scout motto ‘Be Prepared’ couldn’t be truer for sales. Especially when it comes to handling objections. There is no excuse for struggling with the same client objections over and over again. And yet it’s astonishing to see that professional sales people don’t develop a proactive strategy for handling these common objections.

Reactive Objection Handling

In my work coaching sales people, I find that many follow this common pattern:

Dread objections and pray they won’t come up Get defensive when they surface Struggle with a response and lack confidence Don’t listen … 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

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

A Bold Email Template Designed to Get Client Response

Email-ResponseAre you having a hard time getting clients and prospects to respond to your emails?

There is nothing more frustrating than when a good sales opportunity stalls because of no email response. If you let too much time elapse, so does energy and connection. If you’re too impatient, then the client feels pressured.

This is when to bring out a good, strong, yet appropriate email template! One that’s designed to get a response so you can move forward or move on.

Read More

What to Do When Prospects Don’t Answer Your Emails

Email-ResponseWhat the heck do you do when your clients or prospects don’t answer your emails? I get asked this question a lot. It’s especially frustrating when your client initially expressed interest in moving forward with a next step. Now it feels like the opportunity has evaporated into the ether.

What does one do? You don’t want to be a pest and you also want to be persistent in an appropriate way.

For starters, it’s important that you leave strong voice messages and write effective … Read More