Partners in Performance Blog

The Selling Mindset: How One Man Changed My Sales Career Forever

Change your mindsetIn my last blog post, I told you the story of my early selling days when I struggled for six months to make a significant sale. I had plenty of sales contacts, but not enough results.

And with 100% commission, you know that’s not good! I guess I must have been at a turning point. I decided to pick up the phone and go right to the top of my best prospects. I called Al Kupcis, then CEO of Ontario Hydro.

Read More

The Selling Mindset: What one man taught me and how it changed my life…

selling mindset

Every once in a while something happens that changes your life forever. Here’s what one man taught me that formed my selling mindset. I learned that the right selling mindset is the fastest way to produce sales results.

In the early 90’s, Al Kupcis was President and CEO of what was then Ontario Hydro. He led the company through an intense period of deregulation and massive change including downsizing, reorganization and restructuring. Al Kupcis has no idea how much my one meeting with him changed my mindset about … Read More

How to Turn Client Objections into Sales Success

Key-To-Sales-SuccessOne of the questions I get when training sales professionals is almost always about handling client objections. Sales people seem to dread this part of the sales process. That’s because they don’t prepare for them well, and don’t have a positive perception of objections. I look at them as a key learning device for uncovering the client’s needs. Yes, I look at objections not as barriers but as clues to achieve sales success through understanding what clients want.

I recently asked Jim, one of my colleagues, for an update on the sales … 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

Intentional Selling: The Conversation You Need to Have

Wakeman-Parsley-Hangout-2014I invite you to listen in on a conversation I recently had about Intentional Selling with Denise Wakeman. This is an important conversation you need to be having about your own selling intentions.

Denise Wakeman, a guru in online visibility marketing, recently hosted one of her ‘Conversations with Experts’ episodes and interviewed me.

The topic was How to Sell with Intention to Create More Results. In our 30 minute conversation we discussed the 6-step sales process I have developed to help entrepreneurs, business owners … 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

Intentional Selling: Reframe Limiting Assumptions to Ignite Sales

Intentiional MindsetIn a previous post I discussed the Power of Intention for Accelerating Sales Results. The notion of intention is a foundational building block that I weave into all of my coaching and Intentional Selling sales process skills training. That’s how important it is.

If you want to increase your sales results and shorten your selling cycles, there is nothing more streamlined than becoming aware of how your mindset impacts your selling behaviour. Read my post on Intentional Selling: Why 3 out of 4 People Suck at Sales to learn more about … Read More

Intentional Selling: Why 3 out of 4 People Suck at Sales

Sales-success-with-intentional-sellingI recently read in Hubspot some astonishing statistics on the performance of salespeople: A study by Objective Management Group (OMG) concluded that only 6% of salespeople across all industries are “elite sellers”.

They also reported that 3 out of 4 sales professionals are failing. These numbers aren’t coming out of thin air. They are based on the evaluations of 700,000 salespeople!

However the study was not all bad news. The silver lining is that most of the sales professionals in the 74% bracket can … Read More