3 Things Great Salespeople Do on Friday

1. They know it's a great time to call prospects and schedule appointments. People are at their desks wrapping up work. Many are in a great mood anticipating the weekend ahead. Who do you want to reach? Call them now!


2. It's a great day to strategize about penetrating accounts. Who are your biggest customers? How much do they buy? How could you get more? What do you need to do on Monday to put your plan into action?


3. Great salespeople close on Fridays. They follow up on the week's opportunities, open dialogues and close sales.

Enjoy your weekend!

Hall of Shame

On Monday, I am posting information on our first SalesIsNotForSissies Hall of Shame nominee. Nominees are people in the sales world who make professional salespeople look bad! I believe it's my job to share what certain salespeople are doing wrong, in order to make sure you aren't making the same mistakes!

If you've come across an offender you'd like to nominate for the SalesIsNotForSissies Hall of Shame, please send your story to melissa@thoughttransformation.com.

Something to make you smile

I'm an Atlanta Daybook Expert

As an Atlanta Daybook Expert, I was asked to provide content for their "Daybook Expert Spotlight" section. I decided to focus on why you should take a look at the sales funnel to increase sales.

To read the full article, please click on the link below. http://atlanta.daybooknetwork.com/expert/spotlight/atl_spotlight.php

This is NOT a buying signal!

"I'll keep you in mind."

Every salesperson on the planet has heard these words from a prospect. 90% of the time, you don't hear back from the buyer who used the phrase because:

1. They don't want to buy from you but were too polite to say so.


2. Now that they understand what you sell, they decided they don't need it now.


3. They do buy it. When you're face-to-face, the buyer intends to give you an opportunity. Then, time passes.

When the opportunity arises, they buyer forgets to include you on the bid list. When you hear these words, say, "That's great! When do you expect to have to place an order?" Smile and press a little harder for specific details because the buyer will be more likely to remember the conversation and to act upon it. And never forget it's your job to follow-up.

Take 2 minutes and 52 seconds out of your day to watch this. Happy Friday!

Past Purchases Point to Current Decision Makers

When selling products or services purchased in the past, the shortest route to a new sale is talking to the person who made the last purchase because it is logical to assume they have the authority to buy. When you call the receptionist to ask, "Who buys the . . ." don't just settle for a name. Ask for a title, too. Sometimes receptionists don't know who the purchaser is, and they will make a guess. Knowing the suspected buyer's title helps you assess if that guess is right or wrong. If the title doesn't seem to fit with the power and authority required for the purchase, call back and ask for the name of the person who has the appropriate title. When you get the suspected buyer on the phone, speak in your friendliest tone and quickly qualify whether or not they are the decision-maker.