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's Sales Tip: "When I'm selling at my best, I'm more playful," said a seminar participant recently. "Work is more fun than fun," suggests Noel Coward. Selling at your best is fun. You smile more. You are more at...Read More
Chris Lytle Proposal Writing Tip: I once interviewed 40-plus clients of a major Canadian corporation. "What does good look like in a written proposal?" I asked. The consensus was that conciseness is good. "Edit and ...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
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 derail trains of thought. It's ...Read More
Try this before your next meeting. Sit quietly for a few minutes (even if it's in the parking lot in front of the customer's business). Think about your favorite beach or other "happy place." Now, imagine how you want to ...Read More
Chris Lytle's Sales Tip: Sales experience is measured by the number of prospects and customers you've met with. "Each success only buys an admission ticket to a more difficult problem," said Dr. Henry Kissinger. He may not...Read More