How to Compete With Amazon

In a recent seminar, a salesperson asked, “Is Amazon going to replace salespeople?” Amazon is a formidable competitor. They disrupt every market they touch. Amazon successfully enters different markets because they are customer-centric. They focus on the customer’s needs, not the competition. Jeff Bezos, the Amazon founder, famously said, “We’re…

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What If You Were Outsold by the Competition?

There are several legitimate reasons to lose business. Being outsold by the competition is not one of them. Salespeople lose business. It happens. It’s part of being in sales. Losing business is not a big deal, but why you lose it is a big deal. Too often, salespeople will lose…

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Why We Lose to the Competition

This past weekend, my daughter was competing in her first ever track meet. It was exciting to watch these kids sprint their fastest down the line to try and win the race. The atmosphere was filled with enthusiasm as the crowds cheered for the runners. As the winners from each…

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Most Price Objections Aren’t Really Price Objections

Although buyers object on price, there is another reason they’re not buying. Buyers tell you they don’t have the budget or your product is just too expensive. Buyers object on price because it’s less personal. The buyer would rather say, “Your price is too high” than “You haven’t sold me…

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The Worst Way to Follow Up With a Buyer

“I’m just calling to check in.” How often have you followed up with a prospect using this line? Every communication with a buyer shapes their perception of you. This type of communication creates no value for the buyer. If you’re creating no value, you’re perceived as a time waster. I…

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Managers, Loosen Your Grip on Salespeople

Several weeks ago, I took my five-year-old daughter ice skating. We circled the rink and took turns falling down. After a few laps, I regained my youthful balance, but my daughter was struggling. I kept holding her tighter and tighter to make sure she didn’t fall. However, she kept slipping…

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Are You Wasting Your Most Valuable Resource?

“Lost time is never found again.” Benjamin Franklin is pointing out the obvious. With time, there are no do-overs. What’s done is done. For salespeople, time is our greatest currency. Time levels the playing field because we all have the same amount. It’s how we manage our time that determines…

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“Just Go Sell More”

Every salesperson struggles at times. Ironically, managers struggle to help these struggling salespeople. Research at Tom Reilly Training shows that 56% of salespeople are not being coached correctly. When salespeople struggle they need to be coached, not managed. Before you can coach a struggling salesperson, you need to identify who…

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Are Your Salespeople Chimps?

We recently took a family trip to the St. Louis Zoo. We were standing outside of the chimpanzee exhibit watching the chimps enjoy their lunch. I noticed something interesting about the way the chimps were being fed. Instead of freely tossing the food into their habitat, the zoo keepers would…

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