Sales

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

Read more

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

Read more

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

Read more

21
Jun

How Extraordinary Salespeople Outsell Their Competition

Great salespeople know that good questions aren’t enough to separate themselves from their competition. They ask their questions within a framework of logic that elevates the sales conversation and buyer experience. Here’s how you can do it too. What does it really take to win more sales over your competition? It starts with asking buyers the right questions, but within

Read more

20
Jun

Smart Salespeople Aren’t Afraid To Do This With Their Customers

Successful salespeople know that not all customers are the same. Therefore, in order to make more sales, they do this… Successful salespeople can differentiate between good customers and mediocre ones. They study the subtle differences and focus on looking for those who fit that “ideal” profile. What about the bad customers? They fire them. Yes, successful salespeople know that the

Read more

13
Jun

Change Your Approach When Selling to These 3 Buyers

Decision-makers’ buying habits can be quite different depending on their level of authority within an organization. Superstar salespeople know how this makes the difference between getting a sale or not. Smart salespeople know that selling to decision-makers are not all the same. The motivations, budgets, goals, and habits of buyers change as you move up or down within a company’s structure.

Read more

12
Jun

Want to Break the Fear of Cold Calling? Try These 3 Things

Don’t let fear impede your sales performance. Check out these three fundamentals to breaking free of fear when prospecting. Fear can immobilize salespeople, especially the first step of the sales process. Cold calling, prospecting, lead generation – whatever you call it, can be an intimidating exercise. Here are the essentials for turning it around. Here are three essentials to breaking

Read more

10
Jun

25 Awesome Sales Tips from Legendary Action Movies

Hollywood knows how to sell. For a quick reminder of some essential sales tips, here are 25 classic lines from guy movies that translate quite well into the world of professional selling. Just don’t dress like Ron Burgundy.  1. Be Persistent  “I’ll be back.” Terminator (Arnold Schwarzenegger): Terminator   2. Build Your Personal Network “Do you know who I am? I

Read more

7
Jun

4 Ways to Maximize Customer Revenue and Retention

What does it take to keep good customers and the revenue that comes from them? Follow these four steps and you’ll leverage more than you thought. Make the most of your customer relationships. They are your greatest asset in business. A customer care call consists of four main levels. The first is managing your account and ensuring your customer is

Read more

5
Jun

3 Amazingly Simple Things That Could Land Your Next Big Account

Five out of six salespeople failed do these very simple things; and they lost a big sale. Seventeen leaders representing every region of the country sat behind u-shaped conference tables in the meeting room as this Fortune 1000 company evaluated potential sales training companies to train their national sales team. Six sales reps representing the finalists were sitting throughout the

Read more