Chris Lytle Sales Tip: The frustrated CEO complained to me. "After reading your book, I find I have a very low tolerance level for salespeople who don't approach me at a higher level. There's too much 'fluff' and not enough getting to the point. Insurance people are the worst. All they want to do is give me quotes, without giving me any ideas." Whether they've read The Accidental Salesperson or not, each customer has an internal "Chart" or grading system for ranking salespeople. What will you do today to add value to the lives of the people you are trying to sell to?
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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