Chris Lytle's Sales Tip: Every salesperson I talk to says that face time is harder to get. One way to get more is to ask for the appointment one week, two weeks, even a month ahead of time. Busy people find it hard to squeeze you in today or tomorrow, but can build their day around their meeting with you next week. Added bonus: When you tell someone you are booking appointments several weeks ahead, they perceive you as busy and successful. Busy and successful people prefer doing business with other busy and successful people.
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Chris Lytle Sales Meeting Tip: The very best meetings with prospects are two-way exchanges of information. Getting people involved in a sales conversation is a lot different than making a sales pitch. "Don't spend hours ...Read More
Chris Lytle's Sales Tip: Don't worry about being liked. The prospect doesn't have to like you to buy from you. The prospect does have to trust you and your company. The prospect has to need or want what you're selling. You...Read More
Chris Lytle Tip -- Focus: "Chronic preoccupation" is epidemic. It means thinking about what you aren't doing rather than paying attention to what you are doing. Cell phones and wireless email now interrupt meetings and ...Read More
Chris Lytle's Success Tip: "Amateurs hope. Professionals work." Four words crafted by writer Garson Kanin can help you increase your sales or lower your golf scores. People who are beating you in both "games" are ...Read More
Chris Lytle Sales Tip: A top-producing salesperson recently had a Botox injection to eliminate some lines in her forehead. According to a colleague of hers, this sales pro is can hardly wait for the effects to wear off. ...Read More
Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a ...Read More