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October 27, 2020
“The world has changed and if salespeople are only focused on what to say and do on a sales call, they are missing the most important measure of sales effectiveness” said Merit Kahn, CEO of SELLect Sales Development and co-host of The Smarter Sales Show podcast on The Sales Experts Channel. There has never been […]
September 22, 2020
“I love it when people are ready to jump right into sales training,” confesses Merit Kahn, CEO of SELLect Sales Development, “but boy are they shocked when I stop them in their tracks and tell them they are not ready.” Many sales training consultants want to implement a one-size-fits-all training program, but training is secondary […]
October 9, 2018
Does it often feel as if your prospects have the upper hand? Far too frequently ending up on the short end of the stick? All give and no get? Below are typical warning signs that your prospect is in control of the sale: You sent over pricing, and now the prospect won’t return your phone […]
September 27, 2018
Frustrated with the response you are getting from prospects? In classic “David Letterman Style”, here are a few things you may want to evaluate: You left your 60 or 90 second commercial on their voicemail, and it sounds like a marketing brochure. Marketing Brochure Speak does not sell. It is appropriate for collateral materials and […]
April 17, 2018
Stalls and objections! They ruin sales forecasts, squash quota attainment and mangle commission checks. The frustration that sales people feel is universal. Unfortunately, many have defaulted to the belief and practice that there’s nothing to be done about sales objections and stalls, other than making the evergreen “just checking in” phone calls or emails. For […]
October 3, 2017
#1. YOU HAVE TO YELL “TRICK OR TREAT”! I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies! SELLect Sales Tip: […]
July 5, 2017
Does it sometimes feel as though the decision makers you need to speak with are residing in a gated community? As a salesperson, you often have to battle your way past a phalanx of receptionists, secretaries, administrative assistants, and the like. Here are 3 quick tips for getting past the gatekeeper so you can enter […]
June 8, 2017
The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]
May 14, 2017
Many companies, sales teams and individuals come to me because they’re very frustrated with one issue. They’re sick and tired of having to “buy” the business by dropping their prices. It seems that there is no industry that’s immune to competitors who will engage in a race to the bottom on pricing. Thanks, Competitors, nothing’s […]
April 7, 2017
Despite the famous quote “Good is the enemy of Great,” when it comes to hiring sales people and evaluating their sales skills, many employers have given up trying to distinguish the good sales people from the great sales people. They just don’t want to hire any more BAD sales people. Salespeople are tough to evaluate […]
