Comments on: Sales Management Checklist

By: A Sales Manager’s Check List

A Sales Manager’s Check List — Tue, 17 Jan 2012 18:33:14 +0000

[...] Just Sell, June [...]

By: dan herrmann

dan herrmann — Sun, 13 Feb 2011 19:57:19 +0000

good basic tools. especially like “barriers to remove from sales efforts” . These need to be vetted out .

By: cameron

cameron — Sat, 30 Oct 2010 00:17:08 +0000

I agree with the statement you want to treat to the client like you would want to treat them. This does not mean that you should not be challenging them at every opportunity and be a relationship sales person. Most relationship sales people in my mind should be account managers and not sales people which are two different roles. Asking the right questions and delivering what the client needs is a lot of the time unknown to the client and i would have to agree with much of Hardens comments above! But this goes back to challenging the clients not just talking to them.

By: Grant

Grant — Thu, 24 Jun 2010 20:54:43 +0000

Do you have points to be considered at the cash register

By: Sam Parker

Sam Parker — Tue, 19 Jan 2010 21:34:03 +0000

Michael… We touch on both points in a little more detail in the downloadable PDF.

Thanks for the book tip.

By: Michael D Goodman

Michael D Goodman — Mon, 11 Jan 2010 01:21:46 +0000

Hello,
After building sales teams and leading sales people over 20 years, I would suggest that there are two additional items that would be valuable. Product training provides confidence in more technical sales. (Sales folks who don’t know answers to questions about the product get blown up everyday. I have never seen one prospect well when the can’t really match the product tot he customer need…)

The other thing I know is critical is emotional skill development. As much as we would all like to hire hard driving, empathetic sales people, the reality is all sales people go through slumps based on their own capacity to manage their emotions. Without tools to get past their personal obstacles you can lose a sales person for days or even months.

Here is my secret weapon by the way. I found a book years ago called “Feeling Good, The New Mood Therapy” by Dr David Burns. It was really for psychotic patients and depressed people but I found the book hugely valuable for the language to adjust emotions. It has been a power tool in sales and sales management for a very long time.

Best regards,
Michael D. Goodman

By: Sam Parker

Sam Parker — Sat, 05 Dec 2009 19:50:58 +0000

Thanks, Marc. I agree with your first point. I’m not sure the second is absolutely necessary (although it certainly helps).

On the “7-year-old” thing, I disagree. Not many 7-year-olds know how to ask open-ended questions and listen attentively. Persistence they may get but I’ve never had the pleasure of meeting one (including my own) who’s persistence hasn’t matured beyond annoying.

See this piece… http://www.justsell.com/salesbright

By: Marc

Marc — Sat, 05 Dec 2009 03:10:12 +0000

how to be good at sales. tfirst decide you will be good at sales. second you must like thee person your about to have a relationship with and third watch a child of 7 years old get what it wants from its parents.

By: LOYD

LOYD — Tue, 10 Nov 2009 02:31:31 +0000

More buyers now are sensitive in salespersons approach, once they feel you are selling to them, they feel awkward and they feel you just simply want money from them out from your talk…establishing a good rapport and warm relationship is the key right now in having a sale. Selling with Sincerity.

By: John

John — Thu, 01 Oct 2009 16:24:38 +0000

To be good at sales you need to LISTEN. Ask the right questions at the right time and LEARN from your prospect/client/customer.