The Sales Challenge Blog

Bill’s Top Sales Tips of 2020 I always find it fascinating to see which tips and which blogs attract the most eyeballs. Sometimes I will write something I think is incredibly interesting and relevant and expect it to be widely viewed and shared, but I am almost always wrong. More likely, something

Do You Really Need to Answer the Call? No! No! No! If your phone rings, you can choose to pick it up or you can choose to let it go to voicemail. If you are in the middle of a project and you answer a call, it’s not the customer who interrupted you. You made the conscious choice to be

Seeing the World with Sales Ears Allison and I were playing golf on an October Saturday when we were joined by a new club member, Rob. Nice guy. Good golfer. Big hitter, the Llama. Over the first few holes, we learned some basic information about Rob, including the fact that he and his wife are

The REAL Reason Your Calls Are Not Returned Your cell phone rings. You don’t recognize the number and the call goes to voicemail. Sometime later, you listen to the message… “Hi! My name is Bill. I sell cars. I’d like to sell you a car. I’m calling today to talk about how I can save you money. If

(Sales) Practice What You (Sales) Preach The liftback in my wife’s Toyota Highlander makes more noise than a 95-year-old man doing yoga. So, I took it into McGee Toyota for an assessment. Sometime later, the phone rang. It was Dan, the service technician quoting a price of $690 for new pistons. I

Oct. 27: How to Turn Failure into a True Disaster The club my wife I belong to is owned by its members. We are all expected to pitch in and volunteer in one way, shape, or form. Some do, most don’t. Not that I’m bitter. Much. I remember being on one committee and planning an annual social

Prepping for the Second Wave Heard a sales rep make an interesting comment the other day. He said he got a call from the buyer at his largest account and the conversation went like this: “COVID-19 took everyone by surprise and no one was prepared. If, as scientists expect, a second wave occurs

How to Shoot a Fish A few things on the subject of going after large accounts that I’ve already told you: Everyone needs to have five Big Fish identified; Said fish require an ongoing prospecting process; Keep all contact attempts relevant to them; Have two additional fish in the