My answer? You can’t. The problem lies in the question itself. To “drive” results infers that the sales manager has complete control over the situation. You don’t. You can’t force your sales team to make more sales calls. You can’t will them into being better at closing. You can’t wave a magic wand and transform your sales team into more charming and personable people.
What if I told you that you could have a meaningful conversation with five qualified prospects over the next two hours? And what if you could do it without leaving your desk? And, even better, what if you could do that everyday? Conversations with five new prospects everyday. What would that mean to your business?
Guess what? You can do that right now. There’s nothing stopping you. The only thing you have to do is pick up the phone and start dialing numbers.
I know, I know – cold calling is dead. Or at least that’s what many of today’s “sales experts” would have you believe. Today we have email, social media, inbound marketing, an abundance of networking opportunities, and many other ways to connect with prospects without having to make the dreaded cold call. [Read more…]
Let’s face it – your clients are lazy. And your prospects are lazier. They won’t reply to your follow-up emails. They never answer their phones. They indicated having interest in the next meeting, but they won’t commit to getting it on the calendar. How do you get them across the finish line if they won’t even take the next step?
The truth is that your clients and prospects aren’t lazy, even though it may seem that way sometimes. You simply haven’t given them a compelling enough reason to take that next step with you. You’re not a priority for them right now. They have work, family, and a ton of other obligations. For them to make you a priority, you have to give them a pretty solid reason to do so. [Read more…]
You get off the elevator, sign in at the registration table, and walk into the banquet room. You scan the room. There’s a sea of people in front of you and very few of the faces are recognizable. The ones that are familiar are already locked into conversation. You have two choices – stand against the wall and wait for this thing to end or get in there and initiate conversation with a bunch of strangers.
If you get anxious at simply hearing the words “networking event,” don’t worry. You’re not alone. Even for the most hardcore extroverts, networking events can be difficult and downright uncomfortable.
So if everyone feels awkward at these things, why do they persist? Well, the truth is that even in our digital age, there’s still no connection as strong as the in-person meeting. Something about seeing someone’s face, shaking their hand, and looking them in the eye helps to forge a bond than could never be created over email or social media. [Read more…]
Sales coach Scott Edinger wrote an article for Harvard Business Review earlier this year that perfectly echoes and amplifies what I’ve seen in my 30-plus years of coaching experience. All too often, I’ll do a training session with a company’s sales team. They’ll be engaged and interested in learning, and I have no doubt that the group has a sincere desire to improve.
The truth is, though, that outsourced, short-term training can only get a person so far. Once you leave the confines of the conference room, the challenges of the real world set in. Before long, much of that great information learned in the workshop disappears forever. [Read more…]