Viewing Posts for: Michael Dalis

April 9th, 2015

8 Qualities of a Successful Salesperson

8-attributes

How to be a Successful Salesperson (or Recognize One on Your Team)

You may recall that oh-so-70’s TV series called The Six Million Dollar Man, in which a secret government agency rebuilds former astronaut Steve Austin after an accident into a spy with bionic speed, strength, and vision that make him unstoppable.

Leaders and sales managers, when faced with a steep goal or taking on a new business, will naturally look at their sales team and think, “How am I going to hit this new goal with the same team?”  First, you come to terms with the goal and that, reluctantly, surgery and bionic implants are out — budget, OSHA, HR issues, etc.  So, you turn your attention to less extreme methods, such as strategy, recruiting, sales training, and coaching.  And then, you begin to focus on the question what are the “8 attributes of a highly successful salesperson?”

Consider the following sets of personality qualities:

A B Social Insightful Vocal Soft-spoken Aggressive Patient Gregarious Empathetic Quick on their feet Thoughtful Funny Serious

Question #1:  From which column of qualities would you choose if you were: Throwing a party? Hiring people most like you? Seeking people to do a lot of outbound calling, meetings, and presentations?

Question #2:  What if we turn around the question to instead ask:  If you were a buyer, responsible for making a significant and complex purchase for your organization, under great pressure and » Continue Reading.

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December 15th, 2014

Closing: Winning Sales Tips for Closing Effectively in 2015

Winning-Sales-Tips for-Closing

Closing: Winning Sales Tips for Closing Effectively in 2015

As 2014 rapidly comes to a close, this is a great transition point to reflect on past, present, and future. Among the things that deserve some focus is closing. Whether the close is a client call, meeting, contract renewal or extension, or a new partnership or business agreement, each is an important transition point from the end of something to the start of something else. Done well, closing positions you for success, reinforces client confidence, and sets you up to execute on client expectations.

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October 20th, 2014

Challenger® Selling: “Courageous Questions” Differ from “Grenades”

challenger-selling

Challenger® Selling: “Courageous Questions” Differ from “Grenades”

Many sales leaders are urging their salespeople to adopt CEB’s Challenger Sellingmodel to ask “challenging” questions to have effective sales meetings with prospects and clients. The intent is to be more provocative, create differentiation in a crowded market, provide insight, and hopefully add more value to the conversation. This post is designed to share some mistakes I have been seeing with this approach and to offer suggestions for properly asking “courageous questions” in an effective sales meeting.

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August 7th, 2014

Cross-selling Effectively into the Crosswinds of Financial Services

cross-selling-effectively

Cross-selling Effectively into the Crosswinds of Financial Services

It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attuned to risk. As they turn up the pressure to drive revenue, cross-selling effectively takes on new levels of urgency and complexity. So, how does a client-facing professional stay grounded in these crosswinds while still advocating for his or her clients?

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April 28th, 2014

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

Experts, circa 2014, sell.  Are you a portfolio manager, consultant, lawyer, investment banker, engineer, architect, or estate planner?  As an expert, you are highly educated and credentialed and have deep industry and subject matter knowledge.  Though not in a typical sales role, you may be asked at times to participate on a sales call or pitch.  The request may be driven by clients who increasingly want to meet and gain comfort with the person who will be creating their portfolio, solution, deal structure, strategy, or design.  Or, the request may be driven by your firm, which has decided that your participation is essential to win the work.  Regardless of how you feel about selling, the comments below are designed to help you contribute to a winning sales effort when asked.

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February 19th, 2014

How’s Your Selling Energy?

selling-energy

How’s Your Selling Energy?  

With new goals and results just beginning to post for 2014, it is worth reflecting on what you are doing differently today to generate better outcomes tomorrow.  The topic I’d like to focus on today is more fundamental than the selling process and skills you leverage to create an effective sales meeting.  It is your Selling Energy — or how the energy you carry into and through a meeting impacts how successfully you close.

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December 13th, 2013

Leadership Do’s and Don’ts for Maximizing Sales Training ROI: Where do you Stand?

sales-training-roi

The purpose of this post is to share my perspective, as a facilitator and former sales leader, on three common mistakes to avoid and five best practices to leverage as a sales manager in supporting a successful workshop that will drive sales training ROI.

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September 11th, 2013

Coaching for Sales Teams: Less Superman, More Clark Kent

coaching-for-sales-teams

Coaching for Sales Teams: Less Superman, More Clark Kent

You know the picture … mild-mannered sales manager has one-on-one meeting with ordinary sales citizen, they discuss an issue, and WHAM, the sales manager makes a beeline to the phone booth (yes, they still exist) and out comes Superman or Wonder Woman, complete with red cape. Faster than a speeding sales cycle, more powerful than a strong quarter, and able to leap tall pipelines in a single bound. In their rush to rescue Metropolis, however, they may not realize that this method of coaching for sales teams is the kryptonite to their team’s performance.

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