Posted on Monday, September 7, 2020

Is Sales the Right Career for You?

As a sales coach, I get asked this question all the time: “Is sales really the right career for me?” And you know what? Sometimes the answer to that question is no. Not everyone is built to enjoy it and thrive in sales.

If you’re new to the sales world and thinking it might not be a good fit for you, or if you’re not seeing the kind of results you want to see from your sales career, maybe it’s just not what you’re destined to do. There are a few specific questions you can ask yourself—and answer honestly—that will reveal the truth.

Posted on Tuesday, September 1, 2020

Sales Skills are Transferable—You Can Sell Anything!

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In my years as a sales coach, I’ve seen this situation play out a million times: A salesperson gets a new job and doesn’t want to call on prospects until they feel like they’ve learned absolutely everything there is to know about the product or service they’re selling.

They feel like making those calls would be “wasting” a lead on someone before they become “good enough” at their job. That is 100% the wrong way to approach things. Doing so will pretty much guarantee that you never become a top producer.

Posted on Monday, August 24, 2020

Having Difficult Conversations with a Team Member

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Most of us don’t enjoy having difficult conversations. Whether we’re saying or hearing the phrase, “We need to talk,” we know that it’s typically not going to lead to a fun conversation.

However, when we don’t discuss problems, we risk allowing them to fester and worsen. Thankfully, there’s an easy formula to follow for every hard conversation you’ll ever need to have.

Posted on Monday, August 17, 2020

Begin with the End in Mind (in Sales)

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Creating good time management habits can feel exhausting. If it’s something you’ve struggled with for a while, you may find it hard to know where to start.

In Stephen Covey’s world-renowned book The 7 Habits of Highly Effective People, he suggests using a powerful tip: Begin with the end in mind. What does this mean for a relationship-based salesperson, though? And how can you apply that principle to transform the way you think about your calendar and your tasks?

Posted on Monday, August 10, 2020

Using “Try Before You Buy” with Professional Services

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If you sell a tangible good, you likely have the opportunity to let a prospect “try” before they “buy” from you. “Yes sir. You can test drive the car for the weekend.” “Absolutely ma’am. Take the dog home to meet your kids!” But what if you sell something that can’t be picked up and held?

For those of us selling a professional service, it can feel difficult to provide a prospect with the chance to test-drive what we offer. But there is a way to use this close effectively, no matter what you sell.

Posted on Monday, August 3, 2020

Use Consistency to CRUSH Your Sales Goals

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Winning a championship isn’t easy. It takes tireless work and dedication. Getting that trophy, or that medal around your neck means that the blood, sweat, and tears shed along the way paid off.

What I find very interesting is just how many individuals and teams crash after the big win. I’m sure that injuries or personnel changes play a part, but many of the stories show that they’ve taken their foot off the gas.

If you want to become—and remain—a top producer, you don’t get to coast after you have a big win. Consistency is non-negotiable.

Posted on Monday, July 27, 2020

Follow a Schedule? But I’m a Free Spirit!

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You’ve probably noticed by now that talking and writing about time management is my jam. I love it! However, the reason I enjoy talking about it is that I’m living the benefits of its success.

Unfortunately, that may not be the case for those of you who are fast-paced, type-A personalities (i.e., most salespeople). Instead, once the conversation leads to creating and sticking to a schedule, with most salespeople, I hear some variation of, “But Dew, I can’t live by a schedule all day, every day like you do; I’m a free spirit!”

To which I want to reply, “Hello?! Have you met me?”