Favoritism

Coffee Killed the Sale – Showing Favoritism.

I was involved in a fairly large opportunity where they had an eight member team that was to recommend the vendor. After a long process, where many times we thought we were in the lead, we lost the deal. Heart breaker. During the sales process Starbucks Coffee was offered. Not a bad thing right? Except my salesman did it almost every week, sometimes a couple of times a week, to the person heading up the decision. There were some serious politics between this team that we weren’t exactly privy to. Prior to one of the meetings this same salesman sent a message to all eight asking what they would like to drink. He said “I already know what Jill wants how about the rest?” At that point she went out of her way to not show us any favoritism. Prior to this she had been our advocate.

stalled deal

Deal Stalls. Now What?

Your new opportunity is cruising along beautifully (at least you think so) and then all of the sudden nothing. The contact goes “dark” and can’t be reached. The deal stalls. Your experience tells you this is not good. Your manager is telling you this is not good. Panic sets in and desperation moves start to make sense. Blind discount offers, stalking calls and emails and/or a surprise visit will do the trick. Unfortunately, most of the time not effective. So what works?

sales commission

Sales Commission Survival.

The reality of working for a company with a 100% sales commission plan (non-salary) is that it can be lucrative. Seriously lucrative. It also can be extremely frustrating with the highs and lows of an unpredictable income. To succeed takes a certain type of personality and support system. This is not theory for me. I worked a 100% commission plan for over 10 years and raised a young family of 6 on it. Not only can I sympathize but empathize with those doing the same or similar. So how did my family and I survive with such an unpredictable income?

expediency

Sales Self Expediency.

A common trait of top producing sales professionals is their understanding of self expediency. It’s like they have an internal alarm that goes off at certain times and/or under certain conditions. This is different than how to build expediency in the sale. This is expediency in goals and performance.