I’ve seen it often in this business—the prospect landing on neither a yes or a no, and instead shaking their head, throwing up their hands, and touching down in that middle ground of “no decision.” Most sales organizations assess and disposition lost opportunities, and we’ve all seen the “no..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
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..
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..
There are some people who do not care much for the idea of Valentine’s Day. They just do not believe in it. They believe that there should not be a special day designated for treatment that should be the norm every day of the year. This same sentiment can be applied to your customers. Why do..
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..
It’s a new year, and that means new sales targets are on the horizon. In all likelihood, they have been scaled up from prior years.
Announcing the annual sales target could cause your sales team frustration and fill their minds with anxiety-ridden questions:
- “Will I be able to meet my company’s..
Recently I saw an infographic on LinkedIn that compared Baby Boomers, Generation X’ers, and Millennials in the workforce. As you might expect, there were pluses and minuses to each generation. When it comes to technology, for example, Baby Boomers are less savvy and adaptable than Gen X’ers or..
The merging of two companies is a familiar scenario for many professionals. Oftentimes it’s a larger organization buying up a smaller competitor, and suddenly the battle lines are redrawn—everyone’s on the same side, working toward a common business goal.
These mergers and acquisitions, which occur..