When corporate culture precludes selling Corporate culture precludes business development, when the culture is good for the rest of the organization, but incomplete for business development. What is typically missing? Bold vision, bold behavior.    Do or die vs. best efforts. And, perhaps most importantly: a culture and sales process which helps the salesperson develop both respect and self-respect. These fuel the salesperson to persist in the face of resistance and rejection.   To discuss how to design and implement a selling culture, call me at 201-415-3447.Th ..read more

  The post How To Transform A Sales Team With Bold Behavior Coaching – from Forbes.com first appeared on Urgency Based Selling ..read more

I hear the following statement, or something like it, frequently from business owners and sales team members: “We’re fantastic at selling. Put us in front of a prospect and we crush it. We just have one very small challenge — we need more leads.” One wonders what they mean by selling. Based on experience, they probably mean: “When I have a pre-qualified lead — a layup — I do a great job of presenting my company’s story, particularly when there is no resistance.” To read the entire article, please click this link. The post How To Transform A Sales Team With Bold Behavior Coaching first appeare ..read more

  Salespeople improve civilization. An extraordinary notion on the surface, isn’t it? Our culture is strongly influenced by negative works like “Death of Salesman” written by Arthur Miller. What Miller teaches us is that at least some representative salespeople are slimy losers who cheat their way through life and meet a miserable end. Vilifying salespeople is so unfair, in large part because salespeople help improve civilization. Understanding the salesperson’s contribution in moving civilization forward requires focusing on a salient feature of sales work: Unpredictability. To rea ..read more

  There are so many false alternatives in selling – for instance:   Should I do customer service or business development Should I form a social relationship or a business relationship Should I fill out the paperwork or should I sell? We help you substitute an “AND” for an “OR” – overcome the “Tyranny of the OR”. The post Overcome the “Tyranny of the OR” first appeared on Urgency Based Selling ..read more

Salespeople fail when we don’t help them manage the unpredictability of true selling. We see this unpredictability in the five contexts of true selling: 1. New customer 2. New division/department of existing customer 3. Upselling/cross-selling the customer who cherry-picks our offering 4. Increasing our share of business, when split with a competitor 5. Raising or defending price In these contexts, salespeople encounter three major objections that cause unpredictability:   1. I’m good. 2. Your price is too high. 3. Radio silence (ignoring us) These five contexts and three objections gener ..read more

    https://www.allamericanspeakers.com/speakers/444029/Andy-Gole   The post All American Entertainment Speakers first appeared on Urgency Based Selling ..read more

Sims Wyeth, coach for high stakes executive presentations, interviews Andy Gole about Urgency Based Selling. Here’s the link to the interview: Interview with Andy Gole   ..read more

Powerful stories provide emotional reality and authenticity to our communication, developing trust. This is especially important for salespeople, as they can oftentimes be perceived as self-interested as opposed to advocating for the customer. This leads to skepticism. When illustrating the power of skepticism, I like to tell the story of the “Sunny Day Used Car.” It’s a story we can tell prospects to show we understand their perspective. To read the entire article on Forbes.com, please click here:   https://www.forbes.com/sites/forbescoachescouncil/2019/03/26/telling-stories-to-counter-prospe ..read more

Great poets express ideas and emotions beyond our day-to-day capacity. These poets activate and connect us with a dormant part of our humanity, helping us grow and experience life on a higher plane. Great salespeople provide a similar function for their clients. Very often the prospect or client can’t articulate what she needs. Particularly for the infrequent purchase, the prospect usually is not an expert. Very often, he focuses on surface issues – product/service features – or the economics of the sale: “I need your very best price – after all, I’m in a pennies business.” The great salespers ..read more