Tag: sales habits

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
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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5
Aug

6 Truths That Separate Superstar Salespeople from the Mediocre Masses

From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to become a great salesperson. Many people are in sales, yet few excel at it. My advice to young people considering a career in sales is: “Go for it!” Professional selling can be the best paying job in the world or the worst. Only you

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2
Jun

6 Slacker Sales Habits You Should Stop Doing Now

Changing habits is difficult, but it can be done. Check to see if any of these sales habits inhibit you from reaching your goals. We all have areas of improvement – personally and professionally. But habits have a way of sticking with us over time and they can be challenging to shake. Don’t let them keep you from developing into

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1
Jun

4 Vital Questions to Answer Before Discounting

What are the right circumstances to discount the price? Before your next sales opportunity get’s to the pricing questions, here are four to help you construct how to proceed. You wouldn’t sell a $300,000 house for $250,000. Or would you? So, why do we feel pressured to offer an obligatory discount on our valuable products and services? Here are a

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17
May

Smart Salespeople Are Not Afraid To Do This With Their Customers

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 time, energy, and effort wasted on “net loss” customers can adversely affect their opportunity costs-the relationship between scarcity and choice.

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11
May

3 Awesome Habits of Highly Successful Salespeople

Superstar salespeople know which prospects will buy and which one’s won’t. For the average sales rep, however, it’s tempting to become overly optimistic about ‘deals’ that eventually don’t close – in spite of the evidence. Here are three habits you can replicate from the masters to improve your sales results. “It’s gonna close!” Have you ever said this and it

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29
Mar

How An Unexpected Question Flipped a Decision-Maker to Say “Yes”

Knowing the difference between being liked and being trusted can transform your sales career. With just one question, here’s a story of how it instantly transformed an executive's opinion of a sales rep. Working across the country, Jim had successfully implemented his company’s products and services in 6 of the 10 territories for a Fortune 1000 company. Somehow, though, he had a
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21
Mar

4 Ways to Get Mentally Prepared for a Sales Call

Whether you have five minutes or five days before your next call, use these tips to get yourself mentally prepared for sales success. Salespeople aren’t always known for their patience, but a good salesperson gets used to waiting. Unscheduled delays in airports, reception areas, conference rooms, and offices can and do take up a remarkable amount of time for many

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21
Mar

5 Things Never to Say On A Sales Call

There are salespeople, sales leaders and sales trainers using outdated statements and questions to this day that alienate the buyer and work against the sales rep. 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

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