Dispassion Sells

Sales Evolution Blog 0 Comments

Mahatma Gandhi said, “A burning passion coupled with absolute detachment is the key to all success.”  R. L. Emery, playing the drill sergeant in the movie Full Metal Jacket said, “A rifle doesn’t kill people.  A marine with a hard heart kills people.” How can one person be passionate and dispassionate at the same time?  The answer is that the …

Your Value Proposition

Sales Evolution Blog

Consider this question: Would you rather buy a product or service that costs $10,000 or $35,000? Everything being equal, that’s not a hard choice, is it? But what if the $35,000 package includes free training, maintenance, and upgrades? And what if it works so much more efficiently, you can reduce your staff by one full-time equivalent position or eliminate other …

Make Decisions.  Get Decisions.

Sales Evolution Blog

Samantha is making a lot of sales calls, seeing many people and making a lot of proposals.  She feels safe having so many proposals on the street.  Unfortunately, however, her buyers always take their sweet time in making a decision, and many of these deals don’t happen; like old soldiers, they just fade, fade away.  Samantha thought her colleagues were …

Your 6-Step Guide to Setting and Achieving Sales Goals: You Can Get There from Here

Sales Evolution Blog

By John Doerr Achieving your goals isn’t a slam dunk. Can you do what it takes to meet them? I recently started going to a personal trainer. At the beginning of our very first session, she asked, “So, what are you trying to accomplish?” “To get in better shape?”, I hesitantly answered. “Well, without a clear goal, you will not …

Follow Your Cookbook

Sales Evolution Blog

Jules knew he was working hard every day, but serious questions were starting to be asked about his sales results. He was servicing his existing clients, answering and returning phone calls and e-mails like a champ, but there was so little in the way of results that even he was starting to wonder what he was really doing every day …

Excuses, Excuses

Sales Evolution Blog

Cindy the salesperson was explaining to the owner of the company why the quarters sales results were 30% below the predicted forecast.  “The customers keep saying our pricing is not competitive.  In addition, the buyers lied and the competition convinced the buyers we have inferior offerings.  It’s not my fault; I can’t control those things.  Maybe our goals are unrealistic …