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 … Read More

Avoid Sales Call to Action Mistake #3 and Shorten Your Sales Cycle

What makes a sales Call to Action effective? I believe that a good call to action can make a huge difference in your sales results and the length of your sales cycle. It’s not the only sales skill to hone but it sure is worthy of attention. Faster and more sales is a good thing!

According to Profit Magazine, 67% of sales people don’t ask for a call to action let alone do it well. … 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 … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But … 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 … 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 … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, … Read More

Putting Sizzle in Your Sales Presentations

The other night my husband and I enjoyed a delicious meal at our favourite restaurant, the Terra Cotta Inn. I ordered a steak and it was amazing. Here’s why: a yummy steak is a combination of good quality meat, careful preparation and beautiful presentation. It’s like that with our sales presentations.

I was recently providing coaching feedback on the pilot of a new high stakes product presentation that was being launched for a client. The observers in the room commented that the presentation felt dry and needed more ‘sizzle.’ Here’s … Read More