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Peak Performance Management, Inc. | Pittsburgh, PA & Charleston, SC

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Peak Performance Management

It’s common for salespeople and often sales trainers to claim that the cold call is dead. Cold calls simply don’t work.

Many times we go on sales calls and make a statement, ask a question, and then make another statement. After about 10 minutes of this, something becomes obvious.

Have you ever heard the song “Whistle While You Work?” Some salespeople answer, “Remember THAT is make believe and NONE of those dwarves has EVER had to make a cold call.”

Most salespeople have found themselves thinking or saying, “That may work in other businesses, but not mine.” Don’t ever let yourself fall into this trap.

Have you ever heard someone say, “You should be in sales.” Usually, this comment is made to an outgoing and friendly person. People perceive them as born to sell. In some cases they are right. In most, they aren’t.

Selling is not all about price! This is a rampant excuse that sales people use to explain away not getting a deal.

Too often sales people put their focus on being liked. “If the prospect likes me, they will buy” becomes the motto. Instead of focusing on the real added value they can bring to the table, salespeople often put their effort into being friends.

Sales superstars identify what the key performance indicators (KPI) are for their business. Key performance indicators are the business development metrics that are most important in your company or industry.

What makes a superstar a superstar, in anything? It’s the ability to do something exceptionally well. However, a superstar can’t be great at one thing and abysmal at everything else in their specific area.

Sales superstars quantify a prospect’s pain. They are skilled at asking the questions as to how much a problem is costing the prospect.