DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
Before we explain how you can leverage the power of negative thinking, let’s first discuss what it is. There are two views on negative thinking: The first, and probably more common, view of negative thinking is linked to things like depression, complaining, worrying, and stressing about everything. It’s the process of finding the worst in even the best situations. It’s about inaction and fear. The second view, and the one we’d like you to focus on today, is about growth, understanding, and learning. It’s the process of visualizing all the bad things that could happen to you, so you become less afraid of taking action. This second view of negative thinking helped me train and successfully swim across the English Channel as well as start my own business in a recession.
If you always ask for the right next steps, you will always have a more qualified pipeline and a more effective way of managing your time and sales activities.
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
What does it take to create and present a winning digital solution? What can you do to gain a competitive advantage over the “other guys”?
Why pipeline management? Whether you think you are going to reach your goals or miss your goals, how do you know? Can you identify the path that will, or won’t, lead you to success? To do build and maintain the right pipeline, we have to change. Change the way we prospect, the amount of time we prospect, the way we qualify, present, negotiate and close. One thing is for sure, your sales come from your pipeline. And your current pipeline represents the way you sell. To make your pipeline look better, you will have to change something: your sales tactics, strategies and/or sales habits. Your pipeline will guide you to know how much and how often you need to change.
An alter ego can be viewed as “a second self or different version of oneself” according to Merriam-Webster. In sales, many reps unconsciously craft a sales persona or “alter ego” around familiar tendencies instead of learning how to reinvent themselves to think differently about each new sales opportunity. This results in bad sales habits and misconceptions about the reality of your sales cycle and pipeline. I’ve spent a lot of time asking salespeople why they do what they do. Most sales professionals know what they should be doing and can justify how they spend their time and why they make the choices they do. This is a skill that is extremely valuable in a seller of your product or service, but ironically, it can also have a negative effect if it becomes a habit outside of the sales arena. Take a step back by asking yourself: Am I making exceptions to my own sales rules?
In an ideal world, every sales call would be a winning sales call. Unfortunately, this is not the world we live in; however, with the following tips you can increase your number of sales wins without having to drastically change your approach. The key differences between a successful seller and a mediocre one are nuanced in nature. It comes down to who is more prepared, who has gone out of their way to get to know the client, and who is able to sell simply through rhythm of conversation rather than an overly rehearsed and stiff pitch. We've broken down our recommended winning sales approach into four categories (we've even created an infographic you can use as a handy reference). Read through and see if you can incorporate the following strategy into your next sales call!