From the monthly archives:

May 2009

When Senior Executives Hijack Your Sales Opportunities: 11 Reasons

May 31, 2009

Two earlier articles explained what happened when a senior executive in my company briefly grabbed control of my recent sales opportunity. It appears to have cost us the sale.
Because I’ve seen the same thing happen multiple times in the years I’ve been selling, I’ve given some thought to why it happens. When you understand the [...]

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Stop Creating PowerPoint ‘Slideuments!’

May 28, 2009

Steady. I feel a rant coming on…
Last week the sales team in my company was working on revising our core sales presentation.
That frustrating experience made me think of a little-known idea that I believe is one of the most important points both Cliff Atkinson and Garr Reynolds make in the books I mentioned [...]

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3 Solid Resources to Help You Make Better Presentations

May 26, 2009

This short article introduces three solid resources that can help you make dramatic improvements in your presentations.

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The Art of the Pitch: An Appreciation

May 22, 2009

Previous articles have focused on the importance of asking good questions in nearly every kind of selling.
One obvious exception came to mind as I idly watched QVC for a few minutes while I waited for my wife to get ready for an evening out.
As she pulled on her jacket and checked her purse for her [...]

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How to Screw Up a Nice Sale

May 20, 2009

A prior article set the scene. This one makes you privy to an explanation that most people in my company haven’t heard.
First, a quick review of the situation.
I’d been working on a million-dollar deal for about five months. Jim, a senior executive in our company (and my boss’s boss), slid into the driver’s seat on [...]

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When a Senior Manager Steps into the Driver’s Seat of Your Deal

May 18, 2009

Tell me if this story sounds familiar. It’s about a senior executive who can’t let go of a deal that someone else is responsible for.
I’ve been working on an opportunity for several months. My prospect is a well-known global brand with worldwide annual revenue north of $2 billion.
Our team did a good job of working [...]

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7 Ways to Improve Your Sales Questions Instantly

May 15, 2009

Maybe you’re not ready to wade through the 19 books that an earlier article recommended to help you ask better sales questions.
Or even to read one book, for that matter.
I know. You’re restless, and you’ve come to the right place.
So here’s a short list of seven easy improvements you can make immediately.

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19 Great Resources for Asking Better Questions

May 13, 2009

Are you picking up the track I’ve been laying down in the last few articles? Do you agree with me about the importance of asking better questions ?
If so, then you’re probably chomping at the bit for more specific ideas on how to do it.
You’ll get plenty of that in future articles.
But we assume you’re [...]

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14 Ways to Screw Up the Questions You Ask

May 11, 2009

An earlier article listed 23 ways you can use questions effectively in selling.
People often say there’s no such thing as a stupid question. That’s nice, and it may help you feel better about yourself when you ask them.
But it’s not true.
This article warns you about 14 ways you can go wrong by asking bad questions.
If [...]

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23 Ways to Use the Most Persuasive Sales Behavior Available to You

May 8, 2009

If you had to name the single sales skill or ability that’s more important than any other — regardless of what kind of selling you do — what would it be?
Would it be prospecting? Speaking, demoing, or presenting well? Networking? Building rapport? Establishing trust? Listening? Knowing your products? Handling objections? Closing deals? Knowing your industry [...]

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