Category: Strategy

How to Start a Sales Call Over

Like most young children, when our son was eighteen months old he began having temper tantrums, peaking when he was three and thankfully, now that he is six, he stages them far less frequently. He is very stubborn and once he committed to the tantrum he would never, ever back down. When he was younger, the tantrums wouldn’t end until he fell asleep! Later, when he could begin to understand us, we could finally ask, “Would you like to start over?” Later still, he would finally ask us, “Can we start over?”

Prioritizing Your Week

It’s the beginning of the week and as you review your calendar for the next five days you have a wide variety of events scheduled. You have some leads to follow up, some important calls to move existing opportunities along in the sales process, and a closing opportunity. In addition, you have some time scheduled with existing clients to make sure that they are getting what they need and you have your daily cold calls to make. How would you prioritize your week? If you weren’t allowed to say, “they’re all important”, how would you rank them? Here they are in bullet form:

Sales is Like an Obstacle Course

If you sell, then you encounter obstacles every step of the way. There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle. Then there are the obstacles of timing, competition, budget, and disinterest, along with using and happy with someone else, doing it themselves and bad experiences with your company or simply companies like yours. There is no selling without obstacles.

Sales is Like the Greatest Game

Last week I read a book about the one game playoff at the end of the 1978 baseball season between the Boston Red Sox and the New York Yankees. I watched that game – a very tense drama – and didn’t recover for weeks from the way it ended. I couldn’t believe that they were able to write a book that thick about a single game.