Sales

1
Feb

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account. From that you gain the intelligence you need to maximize sales with your customers. Here is a four-step strategy to intelligently upselling to your customers: 1. Select

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13
Jan

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous company. At $7million in sales, he was a superstar. My friend (the CEO) and one of his Sales Managers snatched this sales rep up with great expectation. After several months of ramp up they

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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. As a sales rep, you should not only focus on selling, but also collecting information that is relevant to what, why and how customers buy from you. You also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided

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10
Jul

15 Proven Sales Tips to Boost Your Sales Right Now

Use these time tested sales tips to improve your performance right now. I’m a collector. I collect everything from vintage Coca-Cola machines to really good sales questions. In this article, I’m sharing some of my favorite sales tips that I’ve collected from many great salespeople who’ve allowed me the privilege of observing them and asking questions. I hope you find

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9
Jul

6 Questions To Help You Sell Like a Champion

Drive more sales with these consultative selling questions that draw out the buyers needs, desires and wishes. Asking good questions gets you the buyer’s story. Poorly worded ones invoke silence and puts undo pressure on yourself. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get

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30
Jun

7 Proven Ways to Differentiate Yourself from Your Competitors

Overcome sales resistance and differentiate yourself using any one of these seven forms of validation. How do you differentiate yourself from your competition? Demonstrate your credibility. Chances are good that many prospects have decided whether they buy from you very early in the sales process. So, how do you overcome an inherent lack of trust? How do you separate yourself

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28
Jun

Build a Sales Empire by Conquering Your Contact Lists

Arrange your contact lists into these five (5) categories for a highly effective way to create greater sales opportunities. The lifeblood of your sales career resides in the quality and quantity of your lists. Everyone in your pipeline is not the same, so don’t treat them the same. You have a different relationship with each one and it’s constantly changing.

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26
Jun

Dramatically Improve Your Sales With This Magically Worded Question

Using the wrong words (even when asking the right question) can lead you to false assumptions and adversely affect your next appointment. Follow this example to elevate your sales results. Question: a linguistic expression used to make a request for information. In professional selling, word choice is extremely important… if you want to succeed. Prepare your questions in advance and

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25
Jun

3 Quick Ways to Reduce Objections

You may not be able to eliminate objections completely, but you can certainly minimize them. Here are three ways you can preemptively reduce the number of objections you get in a sales call: 1. Know Your Ideal Customer Profile When you strategically position yourself to focus on people within your target market, you will more likely get better receptivity. Take a

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24
Jun

6 Habits that Hurt Your Sales Pipeline

Old sales habits are difficult to change. The health of your pipeline of prospects is worth the effort. Content contributors love to focus on actions we could be taking and things we should be doing to better ourselves and our processes. Salespeople should build trust, ask lots of questions, uncover needs and value, pick up the phone, practice, and the list goes

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