Sales

21
Mar

5 Things Never to Say on A Sales Call

The words we use can make the difference between landing a sale or getting kicked to the curb. When observing salespeople selling, I’ve found many phrases used over and over again causing negative reactions from buyers. Salespeople can ask a question and not get a truthful answer from the buyer – simply because of the way they phrased the question.

Read more

21
Mar

How a Handoff Can Save Your Largest Account

Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point. When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager has to step in and

Read more

21
Mar

Use Nurture Selling to Stay in Front of Prospects

Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sales call with a prospect. We had a very nice conversation, and he had some interest in one of our services. Even better, he had a few of the characteristics of a qualified buyer. However, I

Read more

21
Mar

How Long Should We Cling to Our Sales Process?

It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that something might be wrong. Unmet sales reveal a number of potential contributing factors such as:  Quality of the sales team  Effectiveness of the sales leaders  Market conditions  Product quality and delivery  Brand reputation Sales process So

Read more

21
Mar

3 Reasons Why A Sales Manager Returns to Selling

The allure of a management title, executive perks and authority can be very tempting to a successful salesperson. This is what can happen when their career path leads them where they weren’t expecting to go. Eliot was a consistent top sales performer. Senior management considered him a superstar. He exceeded his quota by 20% every month, he landed some of

Read more

21
Mar

4 Exceptional Habits Of Highly Successful Salespeople

Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get asked most often is, “What does it take to be a great salesperson?” Some ask because they want to be great in sales. Others ask because they want to hire great reps. Either way, successful salespeople leave clues to their

Read more

4
Mar

5 Stellar First-Appointment Questions

You only get one first appointment with a prospect—never waste one again. If you don’t have a list of questions to ask on every first appointment, you need one. Don’t waste that irreplaceable time by inquiring into the same generalities and presenting the same company overview that your buyer hears from every salesperson who walks through their door. Don’t go

Read more

28
Aug

5 Easy Steps to Increasing Every Sales Opportunity

Well-crafted questions are the key to effective upselling. Learn these five excellent ways to add more value and increase each sales opportunity. “Do you want fries with that?” Years ago McDonalds made untold millions with that one phrase alone. But, you never hear it anymore. They simply bundled the fries, burger, and drink together. Today, you have to tell the

Read more