Published: Wed, 26 Apr 2017 14:59:20 -0500
Fri, 21 Apr 2017 14:36:24 -0500Corporate apparel provides many benefits for companies. This article covers some of those benefits.
Thu, 20 Apr 2017 09:06:53 -0500People love information. If you give them something interesting to read, you can direct them anywhere you choose.
Mon, 17 Apr 2017 20:41:08 -0500The best way to get your price is to work with the C-level boss or the leader of the profit center. However, if you encounter resistance along the way these 6 tips will help you get your higher price.
Wed, 12 Apr 2017 08:14:32 -0500Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.
Wed, 12 Apr 2017 08:09:20 -0500Learn how to present your sales proposal like a pro. Here are 9 tactics that the best sales professionals in the world commonly use while presenting their sales proposals.
Mon, 10 Apr 2017 08:23:53 -0500Habits are easy to incorporate into your daily sales routine. Since they focus in on what you should be doing and what you do well, building on these habits is creating a strong sales plan that is proven to drive sales and boost your qualified leads.
Mon, 10 Apr 2017 08:22:59 -0500Closing the sale is one of the most important aspects of any sales job, but it is also one of the most difficult. To help you get the best success from your sales calls, it can be useful to adopt a strategy proven to get results. With this five-step sales closing approach, you will be able to improve your overall performance.
Thu, 23 Mar 2017 07:51:26 -0500Learning a few sales rules that you can apply everyday and in every situation is important to your growth as a professional. Here are some rules for you now!
Tue, 21 Mar 2017 15:05:33 -0500Sales is both an art and science. Top sales professionals are always looking for ways to get better at both the art and the science components of selling.
Tue, 21 Mar 2017 13:35:02 -0500I remember in my early years of field sales, more than once customers complimented me on my approach of having sales conversations with them. To speak an adaptable sales language means you can craft a conversation that sells any type of commodity.
Mon, 20 Mar 2017 09:49:49 -0500Blog content (as a matter of fact, all content) has a very specific purpose. That purpose is to educate and inform your readers/target audience) about your products/services and to put them in a position of knowing a little more after they read your content than before they read it.
Thu, 16 Mar 2017 08:42:03 -0500Sales enablement proves to increase performance. Check out the top six sales enablement best practices for B2B sales leaders to measure their sales productivity.
Wed, 15 Mar 2017 13:35:51 -0500The secret to learn and become successful sales leaders involves a few capital basics, that only smart learners can perceive quickly and use for own advantage. Thus the purpose of learning universally is growth as we all know; unfortunately people experience it at different levels.
Sun, 12 Mar 2017 21:18:22 -0500Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and... and... they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance...
Thu, 09 Mar 2017 07:57:10 -0600Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?
Wed, 08 Mar 2017 13:23:54 -0600Sell to companies you currently do business with. Communication is key between and with sales professionals and IT. Sell to public companies. Use tools such as FedEx to reach C-Level players.
Mon, 06 Mar 2017 07:33:14 -0600The new innovative devices are ditching the use of traditional methods of sales making the business owners adopt them for proper and improved functionality. The business has shifted from traditional recordings to the modern use of recordings where there are no antiquated cash registers in use. With the use of modern point of sale devices, the clear gains can be seen where hassle free work is performed in the right order.
Thu, 02 Mar 2017 13:32:40 -0600In my last article, "Serve Up a BLT - Believability, Likeability & Trust to your Prospect or Client on Your Next Sales Call!" I mentioned the importance of establishing "BLT" with your clients and prospects before you engage in selling activities. But a BLT served up with a dollop of MAYO - MARKETING ALWAYS YIELDS OPPORTUNITIES, can help in driving deeper more meaningful client connections and increased revenues.
Thu, 02 Mar 2017 09:18:54 -0600Recently, while attending a Board of Directors meeting, I noticed a client, who is a CPA, incessantly checking his phone messages and texting while we were in the board meeting. After the meeting, I had a conversation with him about this rude, distracting and addictive behavior that not only distracted him, but distracted the rest of the board members who were trying to pay attention. The guy is a cell phone addict.
Thu, 02 Mar 2017 07:16:40 -0600Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life.
Fri, 24 Feb 2017 13:03:45 -0600Prospects and customers really want to believe, like and trust you the sales professional. If you have their best interests at heart and go the extra mile for them they will help you succeed.
Sat, 18 Feb 2017 16:43:41 -0600The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.
Wed, 08 Feb 2017 14:47:30 -0600Addressing the questions and objections that prospects may have is a standard part of the sales process and the engagement is always welcomed by those who sell. But how can you recognize the difference between a prospective customer and someone who will only waste your time? What you need is an easy and effective technique that will allow you to efficiently and politely expose and dispose of faux "prospects," known as tire-kickers. As you may have already guessed, it's about asking the right questions.
Mon, 06 Feb 2017 20:57:39 -0600Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.
Wed, 01 Feb 2017 07:33:32 -0600Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.
Thu, 26 Jan 2017 11:18:50 -0600The Consistency to maintain cohesion amid sales team requires well define leadership style in terms of transmitting own culture to the team and values. Therefore, the coach's personal confidence regulates the authoritative tone for a prosperous sales team fate.
Sat, 21 Jan 2017 11:25:14 -0600I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an artist." You're probably wondering what that has to do with sales, and it's simple: Most sales rep's instincts are to adlib when they get an objection or when they get into a sales situation that isn't going their way.
Fri, 06 Jan 2017 10:29:32 -0600Want to know a sure shot way on how to qualify a potential lead? Stop wasting time and read this!
Fri, 06 Jan 2017 10:24:50 -0600Many Owners of Retail and Hospitality businesses are misinformed about the capabilities of EPOS systems as they think that all they do is operate as till systems. The purpose of this article is to show you that EPOS softwares are more than just till systems.
Thu, 29 Dec 2016 11:10:13 -0600We have been inspired by the pioneers of sales of the past years that we now know as sales gurus. By means of the traditional sales techniques, they have achieved greatly, and that these techniques have been our references.
Wed, 28 Dec 2016 13:17:32 -0600The aim of every business is to provide products and services to consumers and make a profit from that enhanced growth. Small business owners can also manage to maximize their profits by using different effective sales techniques to make sure they attract and maintain customers. It is a guarantee that good customer care will make customers come back again and again becoming loyal to you.
Wed, 28 Dec 2016 13:16:55 -0600Any business marketing strategy is meant to generate sales. Most people think that by just marketing their businesses in the first instance, sales will improve. However, even after making your business known and attracting more customers to your premises, the sales may increase but there is always something you can do to make them attain their full potential.
Wed, 28 Dec 2016 13:16:37 -0600Selling is a process where some form of business is transacted. In the olden days, there was barter trade, where items of mutual interests were exchanged, but today, selling usually involves monetary units or value. Not only companies undertake the process of selling; individuals too, and that's not necessarily involving money.
Wed, 28 Dec 2016 10:20:52 -0600Over the past several years, there's been an increased interest in guides and eBooks. They're everywhere.
Wed, 28 Dec 2016 07:55:10 -0600Making a sale is a major part of any form of business as this is what determines the popularity, growth and business profits. If you end up selling nothing, this means that your business is not making any positive progress hence the need to come up with ways to help your business fly and make you smile. It is however normal to have reasons beyond human control whereby the sales drastically decline although this pass.
Fri, 23 Dec 2016 12:03:19 -0600Facebook's Page Engagement Audience is a game changer. Learn how you can take advantage of this feature to grow and scale your business.
Wed, 21 Dec 2016 11:55:40 -0600Because of the focus on placing solutions, sellers create their own failure, waste 130 hours a month, and fail to close all they can close. Buyers go through stages of decision making and consensus before even understanding if they should buy anything. It's possible for us to make sales a Spiritual Practice.
Wed, 14 Dec 2016 14:46:53 -0600The impact of modernization has shaped the time management of businessmen in such a way that, professionals become choosy even to read emails. The particular behavior has brought a lot of challenges against other businesses attempting to prospect via sales emails.
Fri, 02 Dec 2016 11:55:43 -0600The tyranny of the urgent refers to how high a priority the task at hand is. Learning to prioritize your tasks without getting caught up in the urgency of less important tasks is important to your success in sales.
Fri, 02 Dec 2016 07:49:19 -0600The 3 As of Attracting People Acceptance Accept people as they are. Allow them to be themselves. Don't insist on anyone being perfect.
Thu, 01 Dec 2016 13:40:58 -0600Whether it's an effective promo product or a service that the client does indeed need, presentation is everything. But the "sales pitch" doesn't work nearly so well, as potential buyers have become far more skilled at the art of deflection. It may come as a surprise, but one of the best tactics to selling something is, well, not to sell it.
Thu, 01 Dec 2016 11:28:31 -0600Building trust is one of the best ways to increase sales of products and services. Learn what actions you need to take to build trust and build your business.
Thu, 01 Dec 2016 07:54:01 -0600This article shows how to quickly establish credibility with C-Levels and other powerful executives. With credibility you can now ask for whatever you want - his commitment, the order, a referral, etc. Read on to learn more about credibility with C-Level executives.
Mon, 28 Nov 2016 08:33:44 -0600As someone who has been in sales for over 29 years, and now as a sales trainer, speaker and coach, I continually hear debate over the following five sales myths. In this article I will expose and throw light on these top sales fairy tales.
Thu, 17 Nov 2016 15:24:14 -0600I believe it has changed significantly, and may become extinct in the near future, especially if your company still uses the B2B hunter sales person in the same old way. And I am saying this, as someone who has been a hunter salesman for close to 40 years. In B2B, there are usually two roles that are associated with sales; a hunter and a farmer.
Thu, 10 Nov 2016 10:23:29 -0600It can be difficult to get past the gatekeeper at many businesses. In this article, I discuss some steps you can use to get past the gatekeeper and reach the decision maker.
Wed, 09 Nov 2016 10:28:35 -0600If you are a sales person and want to hone the basic techniques of sales, this article will help you immensely in your journey. The points explained are very simple to follow and implement.
Tue, 08 Nov 2016 10:04:23 -0600This is a great question, and one that many B2B companies struggle with. Let's look at the B2B marketing budgets of two of the most successful B2B companies in the past 40+ years. These two companies are IBM and Microsoft. First of all, nobody has ever accused either of these two companies of having the best technology, and yet both of them have survived through many recessions, to become two of the most successful companies in history.
Mon, 07 Nov 2016 08:38:53 -0600You only get one chance to make a great first impression. This article shows five ways that you can create the best possible first impression with everyone you meet.
Wed, 19 Oct 2016 13:56:15 -0500Talking about collaboration, integrity, and servant-leadership isn't enough: our habitual choices may not be the most effective. How can we employ new skills that don't come naturally? How will we know when we need to do something different? Knowing the Why isn't enough: we need to know 'How' to make the best choices. This article explains how to go from Why to How.
Wed, 19 Oct 2016 08:12:00 -0500How do you differentiate your company on a product that you sell from your competition? Currently you are offering the same, winning against competition on thin margins or free bees. The differentiation is when your selling becomes "helping customers to buy" or providing a "solution" to their problems or needs. "Solution" is a combination of products or services.
Mon, 10 Oct 2016 08:46:42 -0500Backend sales are some of the most profitable sales you can construct. They allow you to construct multiple sales to the same customer with only a bit more work and endeavour on you part.
Wed, 05 Oct 2016 11:55:47 -0500Have you ever wondered why whenever you buy something at the store, every store, the price is always something like $6.99 or $7,4.95 and never $7.00 or $75.00? Maybe you guessed it's because of some psychological theory and if that's what you thought, you were right. Pricing strategy is influenced by much more than the cost to produce the item or provide the service. Those who determine prices, whether self-employed Solopreneurs or corporate marketers, are advised to be attuned to the prevailing psychological inclinations of their prospective customers when considering how to price products and services.
Mon, 03 Oct 2016 09:07:14 -0500When asked what is most important to deciding on a purchase, most everyone will say price. Price in the Buying Decision process is over-rated.
Mon, 19 Sep 2016 08:49:12 -0500Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don't you wish there was a way to turn cold names into warm leads? There is!
Fri, 16 Sep 2016 09:14:45 -0500All too often salespeople take the approach of asking a prospect if they have time to sit through a 30-minute demo. Not only is this approach disruptive, it is ineffective and is in no way aligned to a buyer purchase path. While every once in awhile this may lead to finding that elusive needle in a haystack, it is simply not an effective way to try and engage prospects.
Fri, 16 Sep 2016 09:11:53 -0500Many marketers today refer to "nurturing" as something that happens only when a prospect doesn't attain a certain score after one or two marketing touches instead of part of a broader Lead Management Framework. I would argue that instead, nurturing should be an ongoing two-way conversation used in order to build and maintain a relationship with your buyers. It's not merely a score.
Fri, 16 Sep 2016 08:50:22 -0500While it may be no surprise to you as a sales leader, B2B buyer behavior has shifted dramatically in the past few years. There are 3 game changing reasons why sales enablement equips sales organizations that are slowly adopting these mandatory shifts, while urging themto adapt in a rapidly-changing sales landscape.
Thu, 15 Sep 2016 13:52:54 -0500Stop guessing as to what can separate your business from the crowd. Learn the key factors that can help your small business stand out from your competitors and help you and your team close more sales.
Wed, 14 Sep 2016 07:49:36 -0500Just because you lost the client or the project ended, don't assume you'll never see that customer again. That depends on you, however. Find ways to stay in contact that don't appear "salesy". Those activities will help keep you top of mind when (and if) the client needs your services again. Remember that other service providers are contacting that business in the meantime.
Fri, 09 Sep 2016 07:50:33 -0500The second of a series of articles on the benefits of the use of transactional analysis to develop salespeople and sales managers. What I have found is that there are three key factors which exist in relation to personal success in selling: 1. The manner in which the individual salesperson communicates with customers, colleagues and managers 2. Whether or not the individual is self-motivated enough to take personal responsibility for their actions and behaviours 3. How they perceive themselves to be qualified and able to succeed. Transactional Analysis can help improve all of these.
Fri, 09 Sep 2016 07:25:59 -0500Before a prospect will share his or her pain, we have to establish some level of bonding and rapport with that individual. Why? Because people need to feel safe enough to share sensitive information with us.
Thu, 08 Sep 2016 08:30:55 -0500Great you are getting more subscribers on your email list, but once you have them, how do you turn them into sales? Here are a few tips to get you started:
Wed, 07 Sep 2016 10:16:56 -0500The article talks about the significance of procuring new technological tools to perk up the quality of business operations. This requirement is necessary and it serves as an important connecting link that unites the users and the various types of operations.
Wed, 07 Sep 2016 08:50:42 -0500Many small business owners, entrepreneurs and solo-entrepreneurs find themselves in a difficult position at the end of the year when they look at their revenue and compare actual sales to projected sales. I'd like to offer you a few reasons why you may not be selling as much stuff in your business as you would like to. Typically there are a few culprits keeping you stuck in your sales.
Wed, 07 Sep 2016 08:27:38 -0500Attitude is all-powerful. It determines our behaviour and effectively, will determine our success or failure in any particular venture. Spotting the right attitude is a difficult and some would say impossible task. Research has shown that the greatest problem we have as human beings when observing others is to correctly align behaviour with attitude and that spotting either is no predictor of the other. People who display a positive attitude are not necessarily feeling positive. In an almost Pavlovian manner some people learn to display the attitude and behaviour expected of them.
Fri, 02 Sep 2016 08:18:07 -0500Did you know 50% of B2B sales teams' time is wasted on unproductive prospecting? In today's customer-centric landscape, it is essential that these teams graduate from outdated tactics and ineffective sales methodologies. This is where sales enablement enters the scene. So, what is sales enablement?
Thu, 01 Sep 2016 09:35:57 -0500You've got your lead magnet all set up and you have a couple of products that you're selling to your target market, but have you mapped up a whole funnel and have it built out? If not, this may just be the best thing you can do to increase your email marketing profits.
Mon, 29 Aug 2016 09:50:05 -0500Are you an artist or crafter? Have decided to start selling your arts and crafts at a vendor or craft show? I am concentrating on things to help you in getting excellent sales at a vendor or craft event.
Wed, 24 Aug 2016 10:56:11 -0500It is all about getting the deal done faster, right? Or is it all about getting the deal before your competition does? We are going to share three things to help you increase your closing ratio so that you can achieve your goals and target sales faster.
Tue, 23 Aug 2016 15:51:22 -0500Getting through the customer's receptor wall when you're a salesperson is one of the most difficult things to master, and is the main thing that keeps salespeople in the "middle-class" range. Entrepreneurs are salespeople more than anything else, constantly trying to get their product, service, or idea into the hands of the consumer, but many don't know how to get there. This article lists 6 tips that can get salespeople or entrepreneurs into the door to be able to sell hair to a werewolf.
Tue, 23 Aug 2016 07:25:54 -0500As a salesperson you know the cold call is necessary and unavoidable. If you want to grow in business-getting more clients and more closes, you have to get to the right person, get their attention, and then convince them to take action. Mastering the cold call will help you achieve growth in your business to take it to the next level.
Tue, 23 Aug 2016 07:24:41 -0500A guide on closing is key to your survival. Learn to close, and you will never be without work or without money.
Fri, 19 Aug 2016 14:33:46 -0500Selling was never meant to be pushy or persuasive. It was always about: Introducing people to something can be of use to them - Helping them understand how it can satisfy their needs, wants and desires - Supporting them in resolving the tangible or intangible constraints regarding the purchase - And finally making sure that the purchase is completed, facilitated and cherished. So, if you see carefully, you would realize that selling is more of a social activity than a commercial one.
Fri, 19 Aug 2016 10:24:45 -0500Great salespeople have a unique voice, approach and style which reflects their personality - some people just seem to exude charisma. As with any perfect sales pitch, they are selling themselves as much as the individual product. But it would be wrong to think these human magnets - or any sales personnel - can just sit back and use the same tried and tested template for each sales scenario. In order for any pitch to be effective the salesperson must adapt themselves to their client's personality.
Fri, 19 Aug 2016 09:40:22 -0500Not all sales close on the first - or even second or third, etc. - closing call. Because of that, it's often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it's important that you develop and then script out a best practice approach to handle it effectively.
Thu, 18 Aug 2016 12:38:53 -05001. What is their warranty or Guarantee? Do they even have one?
Wed, 17 Aug 2016 08:29:01 -0500Want to succeed at whatever you do? Then find ways to build up your attitude on daily basis. Before we get in to some ways to do that, let me emphasize the importance of investing time and energy every day to improving, strengthening and elevating your attitude. The "every day" part is the key. Think about it: How many times a day do you eat? If you're like most people, then you probably eat three times a day and have some snacks in between. Now let me ask you: If you skipped breakfast, how would you be feeling by, say, 11am? Cranky? Hungry? Unable to concentrate much?
Tue, 16 Aug 2016 15:52:55 -0500To be a top performing sales professional, you'll need to have this one characteristic. You'll find this characteristic in ALL top performers, not just in top sales producers. You'll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. All top producers have this quality in abundant amounts, and here's what it is: "All top producers develop and maintain a positive, can and will do, attitude."
Tue, 16 Aug 2016 08:52:52 -0500In this article, you will discover effective sales strategies that will help you sell more today. You will learn how to understand what your customer really wants and how to effectively nurture them throughout the buying process.
Mon, 15 Aug 2016 07:05:19 -0500What is it about sales that can take an extraordinary, brilliant entrepreneur from creative and talkative to freaked out and disgusted? It seems so odd to me that all of us buy things every single day, which we could not do if someone was not selling it to us, but when some people feel like they have to sell, they get defensive and squirrely!
Mon, 08 Aug 2016 09:28:22 -0500You can make good income selling your products at local art and craft fairs. Start near where you are located, locate an event promoter and get started promoting your crafts today.
Thu, 04 Aug 2016 09:45:40 -0500Freelance businesses all suffer from one problem - constantly fluctuating demand. The trick is to find a way to maintain a constant stream of clients. This article shows you how to achieve that.
Tue, 02 Aug 2016 12:00:36 -0500Why would you want to complicate your life by using sophisticated sales closing techniques, instead of just being simple? Not everyone is the same in this world; there are people who were born to be good at sophisticated things, and others born to be good at simple things.
Tue, 26 Jul 2016 14:53:50 -0500How do you superficially read a great salesperson, particularly from the facial appearance? In other words, how do you externally qualify an introvert salesman from an extrovert one?
Tue, 26 Jul 2016 14:30:39 -0500The typical workplace can often appear boring or intimidating to visitors. Very often, a customer visiting a new professional space will feel uncomfortable and unaware of who they should be speaking with. Professional operations such as this lack a basic sense of trust and open communication between employees and customers.
Thu, 21 Jul 2016 14:47:13 -0500We've spoken about this before, but in case you're new around here... let me give you a quick primer on the almighty sales funnel. Sales funnels or marketing funnels are just graphical representations of the relationship that you have with your customers or prospects. Your sales funnel maps the journey of your prospect into your business from Prospect to Lead to Customer.
Thu, 21 Jul 2016 09:21:27 -0500Here's an experiment for you to try. If you don't already, get a year's worth of issues of any one magazine. If possible, make it a business magazine such as Entrepreneur. Now go through each issue of the magazine and see which full page and half page ads repeat month after month, and which ads are only there for one month before they disappear.
Wed, 20 Jul 2016 15:54:13 -0500The business world, both offline and online is competitive. If you can understand why your audience opens their wallet to buy, you can trigger them to take the action you want.
Wed, 20 Jul 2016 13:35:23 -0500Language is critically important when ANY EMPLOYEE interacts with your customer... if the customer doesn't understand it, they leave. And they don't tell anyone else about you... at least nothing positive. The LANGUAGE I am talking about is your "customer language"... what they hear you saying and what they interpret your words to mean to them. When I talk to customers and get feedback on a business, one of the most frequent comments I get back is, "I don't really understand what they are saying so sometimes it's hard to make a decision to buy." What this is really saying is that we aren't communicating in "customer language"... the language our customers understand. And it isn't rocket science to figure out that when someone doesn't understand what you are saying, they will have a very hard time justifying why they should buy from you. Figure out the "language" of your customers and how you need to communicate so you are both speaking the same language. Test it out early on... share some insights and stories and see if they respond favorably
Tue, 19 Jul 2016 06:36:08 -0500Every successful business needs to have guides to help people find it. They can be people, advertisements and promotions, but all must help people find what they are looking for.
Mon, 18 Jul 2016 14:59:31 -0500If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. These can be receptionists, office managers, assistants, etc. No matter what role they have, whoever stands between you and your prospect is someone you have to deal with first. Most sales people struggle to effectively deal with and get past these so called "gatekeepers." And the majority of the time, the problems they have they bring on themselves. The reason is because most sales reps treat these people as obstacles to get past by using tricks or by acting authoritatively or by being downright rude. And you can imagine how that goes.
Mon, 18 Jul 2016 08:25:29 -0500Building rapport is difficult for many sales people to develop and practice, yet it's one of the most important of skills to cultivate. While most people think that sales people have the "gift of gab" and can seemingly talk to anybody, it's not that way at all. If you don't believe me, just listen to a few of your own recordings or those of your teammates... The truth is, knowing how to honestly and naturally build rapport with someone takes a lot of skill, practice and patience. Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. This is a big problem.
Mon, 18 Jul 2016 08:25:24 -0500How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you... Most sales reps I listen to (while reviewing their closing and presentation calls), ask for the sale once. If they are get a stall or objection, they generally go away in defeat. It's rare that I hear someone ask for the sale more than three times. Think about that for yourself. How many times do you ask for the sale before you give up?
Fri, 15 Jul 2016 14:22:19 -0500Many of the events that may result in sales of the product are clubbed under a single term 'Lead Generation'. This involves inculcating interests in the customers about the product and making contacts that may lead to increased demand of the product and henceforth increase the overall volume sold. Marketing strategies are mostly devised around this term only.
Fri, 15 Jul 2016 13:10:00 -0500Many sales reps ask me why their closing presentations end with stalls, objections or simply no deals. They also ask me if there is anything they can do to improve their closing success. There is! The one piece of advice I routinely give is to: Requalify your prospect at the beginning of your closing presentation.
Fri, 15 Jul 2016 11:44:14 -0500If I were asked for the most important rule in sales, I say it was that: "You can't close an unqualified lead." If you want to improve your closing ratio right away, and start making more money, then thoroughly qualify each and every prospect and client before you set up your close or demo or run your appointment.
Fri, 08 Jul 2016 06:52:40 -0500The success of signing up a clients does not solely depend on how well you conduct your "discovery session" (or whatever you call that initial phone call.) The experience leading up to this initial conversation is as important, if not more so, than the call itself. When you use an online scheduler to book these sessions, you may be unknowing sabotaging the success of these conversations.
Thu, 07 Jul 2016 13:56:12 -0500As you begin listening to yourself, you'll find that it's painful in the beginning. Nobody likes to hear the sound of their own voice, and no one likes to hear how bad they usually are. But soon you'll be happy you did, because nothing pays off faster than practicing this crucial characteristic. The easiest way to start is to pick a partner at work and begin listening to each other's calls during lunch. Get a buddy and make a commitment to tearing each other apart (all in fun!), but be ruthless in your effort to get better. What you'll find is that when you're back on the phone, just before you go off script or talk over someone, you'll see your buddy's face and you'll hit Mute to avoid making a mistake that your buddy will point out later... As soon as you can, find a way to record and download your recordings for playback and critique. The sooner you do, the sooner you'll leapfrog over your competition!
Thu, 07 Jul 2016 06:57:39 -0500Boost your business income through leverage of what you already have available to you. Leverage is something you can apply to several areas of your business to increase revenue. This article focuses on just one of those areas: pricing. The prices you charge should directly reflect the value that you offer through your business. That's something to keep in the front of your mind as you're considering leverage opportunities. Always, always, always create value!