It's All About Reinforcement

For any aspiring sales person reading this who has been told they don't have the DNA to hack it in a sales role, throw that comment out of your mental repository immediately and instead ask your manager how you can be better.

Coaching and reinforcement go a long way (especially for the Millennial generation). 

Hit or miss, you can always get better in sales. The sky really is the limit!

When Deals Stall...

Here are a series of questions to consider (thanks, Hubspot / Leslie Ye!):

1) If money and resources were no object, would you be willing to start with our product today?

2) What’s holding you back?

3) When would be a good time to buy?

4) What are your company’s other priorities right now?

5) How can I help you get the resources you need to sell this to the decision maker?

6) So is X goal no longer a priority for you?

7) What happens to those goals if you don’t act now?

8) When are you hoping to achieve X goals by?

9) If I call you back next quarter, what circumstances will have changed?

10) What’s going to be different next quarter?

11) How are you performing against your end-of-year goals [as they relate to your product]?

12) Here’s the timeline for ROI if we start in X months. Does that work for you?

Quote of the Week

"Whatever the mind can conceive and believe, it can achieve."
                                                                                               - Napoleon Hill