Partners in Performance Blog

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

Coaching for Results: Focus, Intention, Means

Coaching-for-Results-ModelWhether you’re coaching an employee or yourself, to use coaching for results you need a model that works to bring about high performance. I’ve used a good model for years and can apply it to any client situation. It works really well with sales and presentations. Here is a recent sample of a coaching session where I demonstrate the model I use.

The key to a good model is that it must be useful. As stated in wikipedia “Conceptual models represent human intentions or … 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

Referral Tips: How to Ask a Client for a Great Lead

Generate-LeadsThis is the third post in a series on referral marketing. In our first post, 3 Reasons You’re Not Using Referral Marketing for New Leads, we explored how our mindset gets in our own way. We then focused on when to ask a client for a referral and the importance of specificity. In this post we’ll look at how to ask a client for a referral, so that it actually turns into a great sales lead.

Early in my career, I used to marvel at ‘Susie’ who was consistently the top sales … Read More

Email Persuasion: How to Get Clients to Respond

email

Email persuasion is a hot topic.

Let’s face it. Just like you, your clients are inundated DAILY with an avalanche of emails. And then it starts all over again. Day in and day out.

I consistently hear people ask “How do I get clients to respond to emails?” or if they do respond, “How can I better results from my email communications?”

Writing a great email makes the difference between getting a response, getting a meeting and making the sale. Using persuasive words and phrases is certainly a key … Read More

Top 10 Sales Trends that Dominated 2013

CPSA logoIn a recent survey to my newsletter subscribers, The Canadian Professional Sales Association (CPSA) was identified as the overwhelming favourite online resource for staying up to date on sales techniques. Check out my blog for mentions for other ‘go to’ web resources.

A great example of the good work done by the CPSA is their article 10 Sales Trends That Dominated 2013

All of the trends that dominated 2013 will continue to be important in 2014 and I encourage you to read the article if you haven’t already seen it. Better … 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