A great way to boost your chances of realizing a successful outcome to an important client meeting is to include your resident technical expert, aka domain or subject matter expert. That’s the person (or team) in your organization who has the most comprehensive and intricate knowledge of the goods..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Zombies are great in the movies—so entertaining with their shambling walks and shredded clothes. But as any sales rep can attest, prospects who show a genuine interest in a dialogue and then wander off into the vast landscape of wasted efforts are a huge pain point for anyone trying to keep..
Floating around the sales-verse these days is the term “cross-selling”—promoting goods and services that complement the main goods and services you’re in the process of selling. In our everyday buying life, we’re cross-sold to all the time: Do we want to purchase a full tank of gas with our rental..
In sales, there’s no better mechanism than the phone for connecting with a prospect. But at times we’re challenged with reaching out via a colder, voiceless tool: email. Maybe the phone’s not an option because you don’t have a good working number, or the prospect might have requested not to be..
Everyone in this business has run up against risk-averse buyers. Fear of the unknown and an unwillingness to commit purchasing dollars top the list of reasons for risk aversion. When it comes up, risk aversion can stall the deal; then we have the sometimes greasy job of cleaning the engine of the..
Social proof is defined as the positive influence on individuals when they witness others doing something. For example, two ice cream shops face off against each other on a trendy avenue. One is dead; the other has a long line of people waiting to get in. Folks with a sweet tooth passing by are..
Sales calls are a big part of your job as a sales rep. As we’ve said many times, the telephone—at 140 years old—is still your best tool for advancing deals, even in this age of gadgets. But whether you’ve just gotten off an OK call or you’ve brought your A game and can almost feel the deal drawing..
"Progress is impossible without change, and those who cannot change their minds cannot change anything." So said the Irish playwright George Bernard Shaw, who was born in 1856, lived to be 94, and left his mark on history. In the sales business, we’re not necessarily trying to create change—these..
In the past few years, LinkedIn has gotten huge. Worldwide, it’s used by more the 354 million people, 115 million of those from the U.S. In terms of its reach, it’s the Facebook of professional social networking sites—but you never have to view pictures of people’s lunch or vacations. There’s..