Brian McDevitt’s Post

Have you ever been in a sales meeting and found yourself in a situation where you felt something, but were afraid to say it out loud? It is often a gut feeling. It might be you don't know how to bring it up, but you can sense something that might be an issue or something that is uncomfortable. But there is a way to express it and keep the sales process moving forward. You express it in a third-party story. This doesn't make your prospect feel bad and that it is their issue, but it enables you to highlight the same issue, in a different circumstance, and what the workaround was. They can then see this in relation to them but feel comfortable discussing it. Good Selling. sales #salestraining #salesmanagement #prospecting #growth

Have you ever been in a sales meeting and found yourself in a situation where you felt something, but were afraid to say it out loud? It is often a gut feeling. It might be you don't know how to bring it up, but you can sense something that might be an issue or something that is uncomfortable. But there is a way to express it and keep the sales process moving forward. You express it in a third-party story. This doesn't make your prospect feel bad and that it is their issue, but it enables you to highlight the same issue, in a different circumstance, and what the workaround was. They can then see this in relation to them but feel comfortable discussing it. Good Selling. sales #salestraining #salesmanagement #prospecting #growth

Have you ever lost a deal by trying too hard to 'close it'? I hear about it a lot less now than I used to, but it still comes up sometimes. In sales, any decision has to be mutual. Both parties have to want to move forward and it has to be a positive outcome for everyone. This comes about by properly managing the sales process. It isn't 'Always Be Closing' but 'Always Be Qualifying'. If you focus on this at every stage then you know you are their right partner and they are the right client. I know this is easier said than done, so we created a guide to help you alter your approach to sales and make closing easier on everyone. sales #salestraining #salesmanagement #prospecting #growth

How often in sales do we hear something and take it to mean one thing, but the prospect means something else? Something as simple as 'this looks great'. The Salesperson thinks 'it looks great, they want to go ahead' but the prospect might be thinking 'this looks great, it is so well designed. It is a shame we don't need most of this but this is a great document to help us get our current supplier to lower their prices'. Ok, that is an extreme example, but in sales, we cannot assume anything - we have to stop mind reading and get everyone on the same page. How do you do that? Questions. Asking the right questions at the right time can separate an average salesperson from an excellent one. Good Selling! sales #salestraining #salesmanagement #prospecting #growth

No Mutual Mystification - one of my favourite rules in sales. Is what you are saying, and what you are hearing, the same for both parties? As salespeople we get a lot of responses in meetings - the important bit is how we translate them. 'This is an interesting proposal' - salesperson thinks the deal is in the bag, they found it interesting! However, the prospect might have called it interesting as it is so outside what they wanted they are just being polite! No Mutual Mystification focuses on clearing these things up so everyone knows where they stand. 'Why do you say interesting?' You find this out, you understand where to go next. sales #salestraining #salesmanagement #prospecting #growth

No Mutual Mystification - one of my favorite rules in sales. Is what you are saying, and what you are hearing, the same for both parties? As salespeople we get a lot of responses in meetings - the important bit is how we translate them. 'This is an interesting proposal' - salesperson thinks the deal is in the bag, they found it interesting! However, the prospect might have called it interesting as it is so outside what they wanted they are just being polite! No Mutual Mystification focuses on clearing these things up so everyone knows where they stand. 'Why do you say interesting?' You find this out, you understand where to go next. sales #salestraining #salesmanagement #prospecting #growth

Your frontline is the face of your company, sometimes they are the only point an external customer has. Therefore, the relationship your frontline has with the customer becomes the customer’s relationship with the company. How important is it for frontline employees to build relationships with customers? Their ability to build, maintain, and grow relationships is central to company growth, profitability, and productivity We've developed a guide with 3 tips you can use to help your frontline employees, comment 'YES' to grab your own copy! sales #salestraining #salesmanagement #prospecting #growth

No Mutual Mystification - one of my favourite rules in sales. Is what you are saying, and what you are hearing, the same for both parties? As salespeople we get a lot of responses in meetings - the important bit is how we translate them. 'This is an interesting proposal' - salesperson thinks the deal is in the bag, they found it interesting! However, the prospect might have called it interesting as it is so outside what they wanted they are just being polite! No Mutual Mystification focuses on clearing these things up so everyone knows where they stand. 'Why do you say interesting?' You find this out, you understand where to go next. sales #salestraining #salesmanagement #prospecting #growth

No Mutual Mystification - one of my favourite rules in sales. Is what you are saying, and what you are hearing, the same for both parties? As salespeople we get a lot of responses in meetings - the important bit is how we translate them. 'This is an interesting proposal' - salesperson thinks the deal is in the bag, they found it interesting! However, the prospect might have called it interesting as it is so outside what they wanted they are just being polite! No Mutual Mystification focuses on clearing these things up so everyone knows where they stand. 'Why do you say interesting?' You find this out, you understand where to go next. sales #salestraining #salesmanagement #prospecting #growth

No Mutual Mystification - one of my favorite rules in sales. Is what you are saying, and what you are hearing, the same for both parties? As salespeople we get a lot of responses in meetings - the important bit is how we translate them. 'This is an interesting proposal' - salesperson thinks the deal is in the bag, they found it interesting! However, the prospect might have called it interesting as it is so outside what they wanted they are just being polite! No Mutual Mystification focuses on clearing these things up so everyone knows where they stand. 'Why do you say interesting?' You find this out, you understand where to go next. sales #salestraining #salesmanagement #prospecting #growth