When you qualify prospects, you’ll better manage your time. You’ll also increase sales. When you stop calling on people who aren’t going to buy, you’ll no longer waste time with those who are not interested in your products or services. This allows you to redirect those meeting minutes to people who are more likely to […]
“Regrets, I’ve had a few…” Remember that old song My Way, made famous by Frank Sinatra? As a lifelong, commissioned salesperson, I can really identify with a song that references the pain of over-ambition, doubt, tears, taking “the blows,” and “my share of losing.” I’ve lost deals that would pay for a house. Not […]
According to Reed Exhibitions, a trade show company based in Toronto, there are over 12,000 trade shows in North America each year. Trade shows can be a good investment, but only if you know what you’re doing. The people at Reed estimate that while it costs about $626 to close a sale at a trade […]
If there’s one thing I’ve learned from helping business leaders and salespeople be more effective, it’s that there is no substitute for being persuasive. Some think that persuasion is a learned behavior. Millions of dollars are spent each year in an effort to teach salespeople how to be more influential. Others think persuasion is more […]
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 […]
If you’re clever about it, the telephone–our oldest selling tool–is is still a good way to get the job done. Tweet This 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 […]
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 […]
Price concessions are a daily ritual for most salespeople. Seriously? Anyone can close a deal by reducing the price. Besides, a lower price means less revenue and a lower sales commission. Even if you don’t care about margins, your sales manager probably cares deeply. Her commissions and bonuses are derived from your numbers. There’s an […]
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, […]