There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and timbre […]
The telephone–our oldest selling tool is still a good way to get the job done. The very first telephone call was a harbinger of things to come. Most everyone knows that Alexander Graham Bell invented the telephone, but you may not know that his first words on the instrument were to his assistant, Thomas A. […]
Strong selling is the life blood of every thriving organization. Yet, surprisingly few salespeople treat their vocation as a trade-craft. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales. 1. Network “five deep.” […]
Sales are the lifeblood of every organization, right?
Even non-profit businesses and Rotary clubs must generate revenue in order to survive.
And yet, it seems to be getting harder and harder to sell. The government instituted a “Do Not Call” list in 2008. Savvy prospects are often one step ahead of the salesperson. Sales expert Jeffrey Gitomer is right when he says, “People don’t like to be sold to.”
Sales coaching is a mysterious process for most salespeople. That’s because most salespeople don’t ever get coaching. Most people never work with any kind of mentor. A sales coach is the kind of person who can help you double your income or otherwise rock your career. If you’ve never had anyone looking after you in […]
If a purchase is the best thing that can happen as the result of a sales call, an objection is the second best thing that can happen. An objection is the reason why the prospect does not agree to purchase. Of course, the prospect may have multiple objections. Know that you don’t necessarily have […]
When it comes to creative messaging, how you say things is important, but so is what you say. A good seller asks questions of the prospect. But a direct line of questioning can seem like an inquisition or an interrogation, if you’re not careful. It’s far more beneficial to ask questions in an interview format, […]
Dear Prospective Client/Sales Manager– I listened carefully when you explained what was happening at your business. I’ve created a “punch list” of things I can do for your team, if you think we’re a good fit. Simply print out this email and put a check mark next to the line items that appeal to you: __ […]
Sales are the lifeblood of every profitable business and you need at least one Rainmaker to keep that blood pumping. In legal parlance, a Rainmaker is an attorney at a law firm–usually a partner–who specializes at bringing in new clients. Of course, any company with a sales team can have a Rainmaker. Even a one-person […]
Training events can be a lot of fun. A good event can motivate your team or train them on a particular initiative. But game-changing improvements cannot happen in one day. Improving sales, for example, is an iterative process that must take place over time. The same is true for shaping great leadership teams. Not even […]