You might suggest the purpose of a sales presentation is to entertain. And while that may be amusing, I'd suggest that this is not the purpose.You might say it's to educate. And while that might be interesting, I'd suggest that this is also not the purpose.The purpose of a sales presentation is to enable a decision. In other words, to enable the customer to make a good decision in their own best interest during that meeting.In order for them to make a good decision dur […]
One of the best ways I've found to accelerate learning is learning from your peers. Anytime you have the opportunity to make a joint presentation or a joint sales call -- take the opportunity to learn from your peers.Three questions I find very helpful to debrief afterward are:1) What went well? Focus on the positive -- what did you do well? Be sure to give accolades and praise where they are do.2) Where did things get stuck? In other words, what didn't go so well? 3) What wo […]
As a sales professional, have you ever had your confidence shaken by a significant loss? Once the initial depression blows over, the best way to move on is to have a process to go back to. Getting feedback from customers, colleagues and sales coaches about what you did wrong and what can be improved will give you confidence to try again. What do you do to regain confidence from a loss?
The idea of reducing interference starts with the sales leader. Sales leaders who openly show stress are often unwitting carriers of stress and interference. They actually make it worse by bringing fear into the workplace.Alan Fine has done a lot of work around the idea of breakthrough coaching. One idea he mentions is "reducing interference." Alan maintains that the way to achieve breakthrough performance is not to focus on new things, or what people don't already kno […]
When clients talk to us about making big changes within their organization, it always comes down to leadership. In fact, if we don't have leadership onboard, we find that it's a nonstarter. People choose to be leaders. They have the ability to look at the system and also look outside of it. Without leadership, change does not happen in an organization. Leadership provides leverage to make things happen. Without it, very little moves.
When I first went to the beach here in Moolooabla, I was surprised at the attention given to the lifeguard stations and warning signs -- and especially to these bright yellow and red flags. (Craig will be blogging from Australia's famed Moolooabla Beach for the next couple of months -- or maybe until the Spring thaw). Australians are very serious about water safety. And when swimming at the beach, you'd best heed the rules and always "swim between the flags."In fac […]
Thinking about the New Year ahead and accompanying resolutions, it struck me the other day that something I've noticed about myself is shared with many of the sales leaders I work with around the world: The gravitational pull of saying "Yes" and the gravity-defying ability to say "No."As sales leaders, it's easy for us to take on new things. Even at our own Ninety Five 5 basecamps, our client sales leaders tend to look at our many tools and methodologies ( […]
I was recently on a plane from Philadelphia on my way back home from a long business trip. The plane taxied into the number one position on the runway and then the pilot kicked it into high gear for takeoff. We were thundering down the strip when we all heard a booming "pop" sound. An instant later we decelerated rapidly and taxied back to the gate. Passengers were talking among themselves and wondering what had happened. It was eventually announced that we blew an […]
What's the value of listening, especially when you already know the answer? With experience, aren't you entitled to "blink”-like judgment calls? In the crush of sales activities, do you really need processes to understand what seems so obvious?Let's look at these questions in non-sales terms.Several years ago, I woke up with a smashing headache… another migraine. Not unusual, just inconvenient. I asked my […]