You may recall the scene in the movie “Glengarry Glen Ross” when Alec Baldwin’s character explains what’s at stake in a sales contest: First prize is a Cadillac, second prize is a set of steak knives; third prize means … well if you haven’t seen this movie, it’s time to get on Netflix! To many of..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
During our years of providing sales training and sales consulting services, we often observe that the topic of how to talk about the competition during sales presentations can be a stumbling block for many sales organizations. It often represents the proverbial elephant in the room – it’s not..
The Fast and Furious movies have turned into one of the most successful movie franchises of all time, and this coming Friday, installment number 8 will roll into theatres. Love it or hate it, the testosterone-fueled action franchise holds a surprising amount of ideas and narratives that resonate..
I recently visited with a client and the subject of motivating salespeople came up. In this discussion, one thing I observed was the client consistently coming back to and focusing on compensation as the only driver to motivate his sales professionals. When I brought up the topic around other..
There’s having a sales call—in other words, making crucial connections that convince your prospect to believe in your solution—and then there’s actually writing up the solution in a sales proposal. Verbalizing the solution might come naturally to you, but writing it out in the sales proposal not..
Many salespeople like to talk. And at times; way too much. While it’s certainly part of the job to clearly communicate your thoughts and ideas in sales, oftentimes we go on too long with clients, and that can have negative consequences on our likelihood to win a sale. Whether you’re new to sales or..
Customer objections come with the sales territory (no pun intended). We earn every “yes” we receive, having at times just climbed a mountain of “no’s” to get there. Objections are all around. But we’re human—they can bug us, and from there we can quickly become discouraged about the whole sales..
Imagine this: You’re selling cars. A couple with a new baby walks in. You greet them at the dealership doors; you make cooing sounds at their bundle of joy. You start the needs conversation: features, price range, etc. They explain that now that they have a child they’re looking to trade in their..
Sales is a challenging profession, in part due to all of the obstacles we face in the normal course of trying to win business: We’re at the mercy of multiple decision makers, we have to position ourselves as better than the provider our customer is already using, and we have to be sure our products..
Take a moment to ask yourself these questions: What does my company sell? Who are my buyers and how do they benefit from my products and services? How do we differentiate ourselves from the competition?
In order to sell successfully, everyone in sales should be able to answer the above key..