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This is a blog dedicated to the art and science of selling. How many of us grew up planning a career in sales? How many college class catalogs have a course called "Sales 101"? (Please don't confuse sales with marketing in the course catalogs.) How much study have we given to this rewarding profession?



Facts are, the overwhelming majority of sales people "fell" into sales. Unless we work for a larger company with professional development budgets, most of us have never had formal training in the profession. And let's face it, most sales people simply "wing it" on the sales call. None of this is good for our success or profession.



This blog looks to promote more art and science into the profession of sales so that your results, either as an individual contributor or as a sales leader, become better, more predictable and sustainable. Many years of b2b sales experience and management experience give me a vast reservoir of sales and leadership wisdom to share with you. I am glad you came and I hope you contribute.

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Friday, February 26, 2010

"You Know It's Going Well When....."

You know the sales call is going well when the prospect:

• Starts asking you questions
• Writes down what they are hearing (my favorite indicator of a deal headed the right way)
• Maintains an upright and/or forward posture in their chair
• Keeps you for at least an hour
• Does most of the talking
• Invites others from the organization to participate in the meeting

You know the sales call is going really well when the prospect:

• Buys you the lunch
• Asks for your boss’s name to send a thank you note
• Tells you how your product/service will get them a promotion
• Invites you to their daughter’s wedding

Things are not going so well when you:

• Suffer dry-mouth from too much talking
• Start pulling out the marketing collateral
• Are asked to leave your manager in the lobby
• Discover an urgent need to find the restroom
• Have no clue what the prospect just said
• Spilled coffee on your white shirt on the car-ride to the appointment
• Get “30 minutes to tell us why you should be our choice”

The story you have just read is based on actual occurrences. Names and places were changed to protect the innocent! What other indicators do you use to tell you if your work is being well-received?
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