Archives for November 2019

You are what you believe you are

November 18, 2019 by Dan Caramanico

If you believe you can, or you believe you can’t … you are more than likely correct. To increase your chance of success, change your belief about what is possible, then do the work to achieve the goal. Here is a sample of beliefs you can change:
• Believe you can and should call on the CEO and you will be more likely to be successful when you do it
• Believe you are worth 25% more than you are currently charging, and you will get it when you ask for it
• Believe you can close bigger deals and you will act differently when bigger deals show up in your pipeline
• Believe you are worthy of bigger deals and more of them will come your way (you must look for them of course)
• Believe that people should trust you and they will (you must act in a trustworthy manner of course)
The list is endless, but you get the idea. There are physical limitations to this process ( you can’t believe your way to being 6 inches taller) but there are no emotional limitations.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

Filed Under: Sales Tip Videos

Holidays are a great time to sell

November 13, 2019 by Dan Caramanico

“You can’t sell over the holidays.” “Nothing happens this time of year.” Etc. Etc., I hear this every year. It’s an excuse and a self-fulfilling prophecy. If you believe that this is true, you don’t work as hard and low and behold, nothing gets sold between Thanksgiving and Christmas. But I believe the opposite. People are nicer this time of year. Business people try to avoid travelling so they are at home for family events. There are many parties which are great networking events. But most of all it is your mindset that matters. So reset your beliefs and get out there and do the sales activity and follow your sales process and see what happens. At the worst you will set things up to get next year off to a great start.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

Filed Under: Sales Tip Videos

What is an “A” player

November 13, 2019 by Dan Caramanico

What is an “A” player? Turnover in sales is very high and I would venture to guess that most employers think they are getting an “A” player when they do the interview. A winner in sales must have the right sales DNA. While physical DNA defines things like height, strength, quickness, etc. Sales DNA defines your ability to talk about money, deal with rejection, etc. While physical DNA is obvious at first glance the problem with sales DNA is that it is not obvious even in an in-depth interview because the elements of the Sales DNA are more emotional than physical. An “A” player in sales is rejection proof, can talk about money easily, controls his or her emotions, has a supportive buying style, does not get emotionally involved in the sales process and has very few self-limiting beliefs. In addition to a strong sales DNA an effective salesperson has exceptional sales skills. knowing what sales skills is a little easier since some of them are on display in the interview. However, there are many that are unknowable in an interview. How are they at cold calling? Do they get to the decision maker? Can they close? The best way to find out is to use an assessment.

Filed Under: Management Tips

Ask How

November 6, 2019 by Dan Caramanico

“How did this problem occur?” is a powerful question. It helps you get more context around the problem. It may give you clues as to what the solution is. It demonstrates that you know what you are taking about (actually not talking about). Likewise, the question “how do you make decisions?” gives great insight into the steps the prospect has to take to make a decision. Many salespeople ignore the all-important “how” questions and therefore miss a great opportunity to get the best information they can get. The added value of the question is that asking how something happened gets you more information and keeps you from talking for a while. It is very important to know what the problem is but knowing how it affects the organization or the person you are talking to is much more important. So don’t forget to ask “how” questions, it will keep you out of a lot of trouble.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

Filed Under: Sales Tip Videos

Raise your expectations

November 5, 2019 by Dan Caramanico

To raise performance raise expectations. The expectation has to be reasonable, but you should raise it above where it is right now. In many cases sales managers and CEO’s have low expectations without even realizing it. They Say “well, Joe is young. It is not reasonable for him to sell large deals”. It may not even be stated, but just assumed. Your children will live up (or down) to your expectations. Salespeople are no different. Set reasonable standards and expect them to reach them. This would apply to following the sales process, asking certain questions, updating the CRM, etc. Set the standard. Expect them to reach the standard. Don’t let them make excuses. Coach them when they fall short. Raise your expectations over time and watch performance improve. It works with children. (Expect more from a 15-year-old than you do from a 7-year-old.) It works the same way with salespeople.

Have a sales question? Follow the link to schedule a call: https://www.advisorycloud.com/profile/Daniel-Caramanico

Filed Under: Management Tips