by Phil Sayers | Feb 18, 2019 | News, Uncategorized
Wouldn’t it be great if you won every sales opportunity you found? Sadly, life’s not like that and you’ll inevitably lose some opportunities to an incumbent supplier. If the customer comes out and tells you that they’ve chosen your competitor and signed on the...
by Phil Sayers | Feb 11, 2019 | News, Uncategorized
Sales managers often motivate their sales people with one off incentives and sales contests that award cash prizes. This is a tried and tested sales motivation strategy, and monetary rewards generally produce results. Well … sort of. The problem is that they...
by Phil Sayers | Feb 4, 2019 | News, Uncategorized
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not so subtly threaten the prospect with an expiring discount, or roll several...
by Phil Sayers | Jan 28, 2019 | News
Today’s salespeople are afraid to pick up the phone. Yes, phone anxiety is real. ValueSelling recently conducted a survey on B2B sales teams’ top prospecting challenges and found that 50% of sales people surveyed feared making cold calls. Half of the respondents...
by Phil Sayers | Jan 14, 2019 | News, Uncategorized
Have you ever backed away from, or even avoided a certain topic for fear of offending your buyer? Over the years I’ve seen many sales people shy away from their qualification questions because they’re worried about potentially annoying prospects. I find that the ones...
