What We Can Learn About Selling from Politicians’ Mistakes

There doesn’t seem to be a lot of trust in what politicians say these days. Fact finders seem to devote much of their time to researching what politicians claim and then explaining what the real “truth” is. That’s probably one of the reasons folks seem so angry and upset during this election period and many claim to be “turned off” to the whole process. That lack of trust is a big factor—and something that we should recognize when selling. Continue reading

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Take Advantage of Chance Encounters

Chance encounters. We all have them—we sit next to someone on the train or stand in line behind a person when grabbing a cup of coffee in the morning.  How many of these could be missed opportunities for networking and connecting?

If we don’t engage that person, we might never know. But why should we talk to them—and perhaps continue to engage them? What difference can it make? As Whitney Johnson describes in her recent blog, An airline cancelled my flight and put me in a van. Along the way, I got lots of lessons on how *not* to network, it has the potential to be life changing. Continue reading

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Leaders: How to Improve Sales—Are We Focusing on the Wrong People?

What can we as leaders do to improve our sales results? How do we get our salespeople to deliver the right message on every call? Where should we focus our limited resources (time, funding, training, etc.)?

When contemplating issues such as these—how to improve market share and grow sales—many leaders focus on the salespeople. That’s logical because salespeople are critical to generating sales. But more often the other crucial group involved in selling is overlooked—the sales managers whose charge is to drive sales and develop the competencies of their sales people. Continue reading

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5 Qualities of a Greatness

As we were winding up our discussion about what makes a great consultant at Delta Point, some of our newer consultants voiced their opinion about how these characteristics could be viewed as a roadmap of how to be great at … Continue reading

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The “One-Minute” Call: Messaging Challenge or Relationship Issue?

We hear it constantly. Sales representatives say, “I need something new to say because I can’t get more than a few seconds with my customer.” It’s easy to put the blame on the message. But in reality, the problem may … Continue reading

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Planning is Everything

Selling is a thinking person’s game—that’s why I enjoy it so much. We never know what to expect when we meet with a customer. We don’t know if they’re having a bad day, or struggling with a problem, or rejoicing about some good news. In brief, we don’t know how receptive they’ll be to hearing what we have to say. But we can increase the likelihood they will listen attentively when we take the time to plan what to say and how to say it. Continue reading

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Success Is a Choice – What We Can Learn from the NBA’s First Unanimous MVP

Since its inception 67 years ago, only one player has been unanimously selected as MVP of the National Basketball Association (NBA). In a league of athletic superstars where a single name is all that is required for the elite players, only one has achieved such admiration. Continue reading

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How to Manage Pull-Through in an Age of Decreasing Attention Spans

It is one of the more challenging aspects of being a consultant. Regardless of whether we are involved in creating and delivering the entire national sales training for our clients or advising which specific skills should be targeted for the … Continue reading

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6 Tips to Creating Enlightening Questions

What makes you feel “enlightened”? In his recent blog posting 7 Ways to Inspire Enlightenment with Curiosity, Dan Rockwell makes the point that while good questions inform, great questions enlighten. Great questions get people to think differently—and that is our real goal in selling.

The simple fact is that asking great questions is hard. It’s one of the reasons why we need to be reminded from time to time about how to create great questions. Here are some gems Rockwell mentioned that I think are worth repeating: Continue reading

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Developing a Coaching Mindset

The best sales managers I know have adopted a coaching mindset—and engage their employees not as managers but as coaches. I was thinking about this coaching mindset as I read Dan Rockwell’s blog about leadership using the term “go-giver” leaders (Practices of Go-Giver Leaders). He made the point that a go-giver leader starts each personal interaction by first thinking, “How might I give?” rather than thinking “How can I take?” In my opinion, this is a great mindset for all leaders and managers to develop. Continue reading

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