Here is a somewhat ethereal concept I have been encountering in this present economy. It starts with this – return on investment (ROI). ROI has been the backbone of sales since time immortal. This is the basis of sales in that customers pay the money to receive the solution. As long as the customer views the return on their investment as greater than the investment, they will make the purchase (generally speaking). The top-performing salespeople possess this motivation pattern (called Utilitarian). They view prospects in terms of ROI – how much return ($) will I receive if I invest time to close them. This principle has changed in the present… Read More
Continue ReadingThe Straight-Up Truth
These are skittish times, aren’t they? I have seen this among reps and myself – every little item is scrutinized. Communication, email, reports…I find myself looking for subtle clues in all of them. Is a layoff coming? How bad is it? What is going to happen next? These are not productive thoughts. As a manager, how do you quell these fears? There isn’t one move, tool or approach that will cure it, but a concerted effort will help to minimize your team’s anxiety. Selling Power offers up an article that has some feel-good points that I question. However, there is something in the article that caught my eye: Don’t make… Read More
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