The ultimate newsletter for outside sales professionals.
Sales Rejection is just a part of the game. Even the best salesmen go through slumps. They’re just unavoidable. The question is, how do you get through them?
The biggest key I’ve found is being able to go through some sort of cognitive dissonance where you can go through hearing no all day every day for a while, understand that it has nothing to do with you as a person or your skills in sales, and somehow emerge out the other end with the same positive energy. The research is pretty clear - sales is a numbers game. So you’re gonna go through highs and lows. You just have to trust that your drought will end and your comeback is just around the corner. Keep watering the lawn.
Are you frustrated that your product or service isn’t selling? If no one is buying from you, there could be a number of different factors contributing to your sales slump. Here are 8 of the top reasons to explain your drought.
I constantly hear sales managers preaching the importance of “listening skills” to their salespeople. Listening is also an ingredient in the sales success recipe, but there is one skill that is even more important to master.
It matters if you put discovery before presenting. It also matters if you set the context for the conversation by sharing ideas and insights and experiences that suggest your dream client should explore doing something different.
Starting at the beginning of 2018, the new tax plan has all but removed any deductibles that employees can take related to incurred business expensive. Let’s take a look at how that affects us as salespeople.
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