Streetfighter Selling

for Sales Professionals

  • Jul

    A sales pro friend of mine recently passed this along to me. It’s written by his friend, Chuck Lauer.

    Who Do You Want to be Around?
    In sales, just about anyone can look great when the economy is doing well, but when things turn badly that’s when you find out who your most talented and solid people are. Today is unlike any other that we have experienced and many sales people who were doing well and making good money now find themselves struggling to simply get by. It has been a rude awakening for many of us. People we used to call on no longer have smiles on their faces because with everyone tightening their belts, they are running scared and afraid of losing their jobs. It’s not a conducive climate to do business in, and, consequently, many so-called top performers are no longer at the top. As a matter of fact, many who seemed to be at the top of their game are buried knee deep in inertia and depression. They simply can’t hack the meanness, the madness and the vilification they have to deal with today.

    However, there are others who are continually in the field working harder than ever. They are seemingly oblivious to the distractions and negativity they run into every day. That’s because this kind of environment we all share is what they crave and love. They are the professionals! They have accepted the challenges of the economy, and the challenges of working harder and smarter than they ever have. They love the business of selling and they don’t sit around and feel sorry for themselves. They know what they have to do and they are doing it. They are making more calls, they are working week-ends and they are doing everything they can to make themselves and their organizations more successful. I want to be around people like that and you should to. Join them and succeed. They are the ones who make it happen because they are winners. Identify them in your organization and learn everything you can from them. They always come out on top.

    Be a winner!

    Chuck Lauer is a noted healthcare leader and former publisher Modern Healthcare. Read his full bio here.

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  • Jul

    Q: “My customers are busy and can’t take time to meet face-to-face. They want prices e-mailed. But then….NOTHING HAPPENS! Help! What can I do?”

    I get asked that a lot. And it’s a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from).

    I don’t like e-mailed quotes. Unless it’s going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.

    But, in those cases where you absolutely have no choice, add these two steps and you’ll see those all-important ‘connections’ grow (and get a better closing ratio):

    Call Ahead
    “I’m about to send that quote and just wanted to confirm one thing.”
    Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you’ll “follow up shortly,” and let ‘er rip.

    Follow Up
    Did they say it’ll take a week or two to get an answer? Did they say they’d let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up…. as you don’t want to sound like a lap dog who says “didja getit…didja getit…didja getit?” (Of course they got it.) Make a strategic call that includes these elements:

    “I know it’ll be a week before you make a decision” (set aside THAT debate)
    “but I just wanted to make sure we’ve got everything covered.”

    This could elicit responses from “I haven’t looked yet” to “looks good.”

    Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.

    Ps…. Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have “I need face time” written all over them!

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