Tag: sales process

31
May

10 Awesome Follow-up Questions to Get Your Buyer Talking

Asking good questions is the heartbeat of a good sales call. However, some salespeople can become so enamored with asking all of their questions they fail to get the full story. Why? Because most buyers don’t disclose everything from one question. Look at your sales call as a series of conversations with the same person. You converse about one subject

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6
Feb

7 Qualities of a Great Sales Coach

Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’ve experienced and observed of great sales coaches. 1. Great sales coaches do NOT speak in generalities, but specifics. Instead of saying, “You need to get your close ratio up”, ask “How many contacts

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19
Sep

7 Questions That Reveal Why Your Sales Team is Underperforming

Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get clear responses. Mostly I receive vague ones. I assembled these questions to help my clients think through some of the issues and find the

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4
Aug

7 Awesome Questions To Ask Your Sales Reps After Every Sales Call

A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. So, how should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking about their next appointment from a more strategic perspective. 1. How did you demonstrate credibility with the decision maker? What words and

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24
Jul

10 Smart Ways to Overcome the Most Common Sales Training Problems

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program: Problem #1: Too much content, too little time – The human brain can absorb only a certain amount of information in a day. But

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20
Jun

8 Reasons Why Qualifying Makes You an Awesome Sales Rep

1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully qualifying means, you know who the influencers, gatekeepers, internal coaches, users and decision-makers are. Smart salespeople take the time to ask about the buying process, as well as all the participants in the buying decision. That way,

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14
Mar

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better salesperson and improve your sales performance. 1. Remove demotivating factors from your life Whether it’s toxic people, the 24-hour news cycle, demoralizing Facebook/Twitter posts, or TV addictions, you need to limit anyone

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8
Mar

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Here are five common habits that top performing salespeople do on a consistent basis. 1. They do things this year

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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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14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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