Day: January 20, 2015

Commodity Busters

Especially in the current economy, one danger of selling to price conscious companies or consumers is the potential for being commoditized. If your prospect has already decided that they will buy, and the only decision they must make is who they will choose to buy from, then the “why me?” nature of your sales call will, by default, commoditize you. How can you more effectively differentiate yourself?

What Happens When You Try Too Hard?

If you are in an industry that has been impacted by the recession, and you are doing everything possible to continue to bring in revenue, then you are working twice as hard, twice as long and twice as smart. If not, you are probably failing right now. Twice as long is plenty obvious. Twice as smart means planning the strategies and tactics you’ll use for each opportunity. But what about twice as hard? Is that working twice as hard today and tomorrow or is that working twice as hard with every prospect?


The most recent post to my Understanding the Sales Force Blog was the Top 10 Factors in Getting Salespeople to Overachieve. Those of you in management may want to check that out. For all of you salespeople I present the 7 Factors that you can control, since the other 3 must be controlled by management.


I evaluated a salesperson who was highly regarded by his company. The evaluation indicated that he had little in the way of hunting or closing ability, possessed all of the biggest selling weaknesses and had conditional commitment. Why was he so highly regarded?

Goal Setting

As we approach the end of the year it’s time to do some goal setting. For most salespeople it’s writing a list of things they would like to accomplish. That’s a very loose form of goal setting. Loose because it doesn’t have an accomplish by date, it doesn’t detail how it will be accomplished or even if it can be accomplished, and doesn’t have provisions for following through or accountability.

10% Improvement Could Mean a 50% Increase in Income

As we start the New Year we think about what we can accomplish this year that we didn’t accomplish last year. We think about earning more money, closing more sales and being more effective and efficient. How would you like to easily increase your earnings by 25% – 50% this year? It’s not difficult and you don’t have to change.