Partners in Performance Blog

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

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

How Long Is Your Sales Cycle?

It is as long as you think it is.

As we think, so we shall do: If we think something will take a long time, it most certainly will.

While there are many factors that contribute to compressing sales cycle time, shifting our beliefs and assumptions is certainly a critical starting point. It’s like the classic children’s story about the little engine that could. ..”I think I can, I think I can, I think I can.”

A client recently told … Read More

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

How Listening and Sales Go Together

An often overlooked sales skill is listening. And I mean really listening. To the point of “zipping it!” Listening is a pre-requisite for persuasion. If your client or prospect doesn’ t feel heard, they will resist your offer.

Here’s what I tell my clients who want better sales results: Listen with the intention to hear. So often we fall into the bad habit of listening with the intention to answer without really hearing what’s said. This is flat out dangerous. It costs you sales.

For example, when coaching sales people on … Read More

Favourite Client Stories: How Jim’s Success Almost Got in His Way

Jim Bentley (name changed) is a well respected, seasoned sales professional with solid expertise in the financial services industry. He has long standing clients, with whom he enjoys excellent relationships. He is one of the top sales producers for his company. In spite of his sales success, he almost missed out on solidifying one of his best client relationships.

Jim participated in the Intentional Selling™ program as part of a company wide initiative. Part of the training process includes identifying limiting assumptions that might unconsciously block sales success. … 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

How to Avoid Sales Sabotage

In a previous post I told Jim’s story about how he self-sabotaged his sales with a client. Jim was a client of mine who was already successful in sales. He had doubts that the Intentional Selling™ program could add anything new to his sales results. But he gave it a good try anyway, with much encouragement.

He ended up gaining new respect – and new sales – from his client. Had Jim continued to work under his previous assumptions about the client’s needs, without delving deeper into the discovery process, he would have missed a big opportunity.

Anytime you operate … Read More