Tips on Getting Sales People to Stop Showing Up and Throwing Up

I am excited to write a guest blog for the New York Enterprise Report. For those of you know who don’t know me, I am an admitted business learning junkie. I read only business books and magazines (well almost only) and attend dozens of business workshops, key notes and panel discussions each year. During the rest of my free time, I surf the web watching Ted videos, reading blogs, etc, etc. You get the point.

In this blog, I will provide summary highlights from “all of the above” so that you can read get quality, take-home value from various business experts. Please feel free to share you feedback and comments as I hope this blog will be a two-way communication. Fittingly, I start the maiden entry of this blog with Jack Daly, the best speakers on the topic of sales that I have ever heard (and a good friend).

With passion and conviction, Jack shares why he wakes up every morning -- thanking God for the competition so he has someone's butt to kick. Now that’s my type of guy. He explains that too many sales people pummel their prospects with information. "Let me tell you, let me tell you, let me tell you." He describes it as "showing up and throwing up". Instead, Jack teaches that a good sales person should "Ask questions and listen." Once the sales person has exhausted the inquiry, then he or she can answer very simply "We can do that" adding how his or product or service addresses the pains, concerns and desires of the prospect (rather than every bell and whistle under the sun). When the above process is completed (and only then), may you quote a price. As Jack implores, you have to "earn" the right to ask for the business and you earn it by finding out what your prospect actually needs and wants.

Give it a try, and comment back whether it has helped you sell better.