Sales Process

We’re just not as comfortable in these remote-meeting settings as we are in person. And that means the revenue we generate in virtual meetings is not what it should be.

I am fascinated by the way salespeople define success. 

It is usually very personal and intimate and reflects their perspective on their own life. 

Penalties are assessed in the sales game when salespeople break the rules.

The rules are clear.

A penalty is assessed when a salesperson becomes a "professional visitor".

Too often, the buyer or seller tries to dominate a selling situation, creating an imbalance that can only be solved with price concessions. 

Not all buyers have the same priorities … but sometimes we make the mistake of imagining they do. The buyer’s journey has certain discrete stages. It’s our responsibility as sales professionals to understand these stages, identify the priorities that connect to each stage, and then adapt to those priorities. 

We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?

Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ledwein.

The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”

Do you "sell to live" or "live to sell"?

I have been training salespeople for years and have found a common trait in the highest performers: they "live to sell."

The sales game is played in a very competitive arena, and the highest-producing salespersons relish matching their talent with other sales professionals and prospects.