Streetfighter Selling

for Sales Professionals

  • Jan


    Why just get by in 2010 when you can kick some serious butt?
    You’ve got goals, now make them happen. I’ve been helping salespeople do that for years, and it always starts with a strong plan. Now, I want you to have my Sales Business Plan Guide to build a step-by-step strategy.
    Click here to download your free copy.

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  • Dec

    No doubt, it’s our #1 productivity tool. Yet, it’s costing us…in time, and in revenue. In a recent survey, of 1000 professionals found we spend nearly 1.5 hours a day processing email. Reading, thinking over, writing & responding. That’s seven hours a week. 28 hours a month. Not to dampen our love for the benefits, but professionals now send and receive an average of 19,200 emails a year. And only 12% of those surveyed ever had any amount of email productivity training. Now the other shoe drops….too much reliance on email for customer communication depletes face-to-face contact, which reduces the personal connection that’s so important in selling.

    I’m a huge believer, and user, of technology. That includes a ton of email. But knowing when and where to use it can make all the difference in the world.

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  • Nov

    A friend of mine recently turned me on to Simple Truths from Mac Anderson, founder of Successories. Mac has put together some outstanding slide presentation videos that are as inspiring as they are motivational (and everyone can use a little mental tune-up from time to time, especially salespeople).

    Click here for The Sales Movie.

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  • Oct

    You and I cannot change people’s minds about what the economy might do to them. Most of the time, they have to find that out for themselves. But here’s some good news: in most industries, you still have control. Control over the sales process….even if your prospect is caught up in the doom ‘n’ gloom of what might happen.

    I talked to a salesrep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year (and I’ll agree that’s one heck of a drop!). So I asked him the gratuitous question “who’s getting the other 75%?” After the expected pause, he growled “ME….I’M going to get it!” I could just hear his attitude shift from fear of the unknown to that of the Sales Streetfighter.

    In turbulent times, gutsy salespeople turn up the heat on themselves. Here are five of their favorite strategies:

    -They balance their ‘customer portfolio’
    Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don’t get caught short.

    -They use time more wisely
    This is the time to examine your workday. Most of us start out well organized but, over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.

    -They see more people
    Your customers will be getting a lot of phone calls, but you’ll be the one sitting in their office. Get busy.

    -They ask more questions
    Delays, objections and lost sales can often be traced to having insufficient information.

    And finally, They go for the close. Ask for the order. Nothing feeds into their hesitation like leaving the potential sale on the table.

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  • Sep


    Filed under: Uncategorized;


    “Remember, when dealing with people, you’re not dealing with
    creatures of logic, but creatures of emotion.” –Dale Carnegie

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  • Sep

    If you were a buyer, would you go out on a limb to support a new contractor or supplier?

    Bet you didn’t think “yes” right away. These days, that decision-maker who reports to others will need your help in selling you to others.

    Here are two tips on helping make it happen:
    1) Don’t just sell to one person, but give them whatever they’ll need to ‘sell’ you to the rest of the team….which is best done when you:
    2) Make connections with the other decision-makers. When there’s a committee or other group who’ll influence the decision, get an audience with them, face-to-face. The buyer is far more likely to get behind your plan when they see the others supporting it, too.

    In a big-ticket, ‘Complex Sale,'; a complete, internal strategy is essential. But, even in day-to-day renewals, too many opportunities are delayed or lost when a plan has to be ‘re-sold’ internally, but without your expertise.

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  • Sep

    The kick off of the football season means….whooooooa Nellie!…..time for sales meetings filled with football cliches.

    They’re memorable…they’re motivating…but they’re, well, cliché.

    I’m talking smart here, because I’ve been accused of using them, too!

    “Let’s all give 110%!!!”
    “You’ve definitely come to play!!!”
    “Let’s call a time-out here and get it right!”

    I’m talking smart here, because I’ve been accused of using them, too!
    They’ve gotten old and, well, kind of cliché. So let’s try to avoid them.

    Need something else to fill the void? My suggestion: “punt!”
    Dazzle ‘em with some famous quotes instead…and, good luck to your favorite (Green Bay) team!:

    “Football combines the two worst things about America: it is violence punctuated by committee meetings.” -George F. Will

    “Football is not a game but a religion, a metaphysical island of fundamental truth in a highly verbalized, disguised society, a throwback of 30,000 generations of anthropological time.”. -Arnold Mandell

    “I learned that if you want to make it bad enough, no matter how bad it is, you can make it.” -Gale Sayers

    “Positive thinking is the key to success in business, education, pro football, anything you mention. The mind is your most powerful muscle.” -Ron Jaworski

    “The ones who want to achieve and win championships motivate themselves.” -Mike Ditka

    “If you’re bored with life – you don’t get up every morning with a burning desire to do things – you don’t have enough goals.”
    –Lou Holtz

    “The Green Bay Packers never lost a football game. They just ran out of time.” -Vince Lombardi

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  • Sep


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  • Aug

    What would it be worth to you to add more impact to your presentations? Nothing loud or dramatic. In fact, the best impact is usually subtle….but heavily customer focused.

    Too often, we make presentations that put the spotlight on us, and our company. For instance, how much time do you spend writing your proposals? A wise sales manager taught me that the amount of time I invested in preparation should be proportionate to the dollars I was asking for. Makes sense. While there’s nothing wrong with re-using a proposal format (a great time-saver), don’t let a weak, generic proposal lose the sale.

    Before proposing your solution, probe for specific needs. If your prospect said “saving money is a priority,” don’t make ‘saving money’ as one of your objectives. It’s just not specific enough. Use due diligence to discover where they could use that extra money. Find out what they believe would change…for the better…once committing to you. Now, your objectives become helping them achieve those goals.

    Here are three things to double-check before you make that next ‘big one:’

    Your Materials
    Are your written materials neat and organized? Doing some additional homework, customizing your presentation, and watching the small details can make a world of difference. Customize it to their needs, including having an “objectives” page that spells out, in detail, which of their goals you’ll helping to achieve. And, whenever possible, use visuals or demonstrations to make key points.

    Your Leadership
    A prospect should never be handed a proposal to quietly read. The best, and most successful proposals, are interactive. You both have a part. You’re the tour guide through this presentation, and it’s up to you to walk them through the selling points, getting their comments along the way.

    Did you add a little extra grooming time this morning? Clothes clean and pressed? An extra breath mint in your pocket? Did you “dry run” your presentation? Top pros continue to record themselves, and become keenly aware of speech habits (like repeated use of “you know,” you know?). And always arrive five to ten minutes early for a scheduled appointment. Even if you don’t notice, your prospect will.

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  • 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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