Tag: sales process

12
Jul

7 Critical Questions to Gut Check Your Sales Process

Your sales process should be the path of least resistance to maximum sales. Don’t let your sales process grow cold. A regular examination of the steps, purpose and activities will ensure it works to provide your team the path of least resistance to maximum sales. It should be ingrained in your sales culture and regularly examined to be sure it’s

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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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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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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

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3
Jun

3 Taboos to Avoid on a First Appointment

All to often salespeople say things that really erode trust when they conduct their first sales call with a new prospect. If your team works in an industry of low-dollar sales closed in one call, you probably already have a script that tells your reps just what to say and how to say it. If that’s not the case, and

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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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31
May

Improve Your Sales Coaching Results: Avoid These 7 Mistakes

You think you’re coaching. However, you may be preventing your sales reps from developing their skills. If you really want to coach your sales team to greatness, stop doing these seven things. No matter how much office time you devote to sales coaching in the office, it cannot replace the insight you gain into their selling skills by observing them

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9
May

How to Handle Sales Calls That Get Cut Short

What do you do when your appointment gets cut to only five-minutes? Every experienced salesperson eventually finds themselves cut short on sales calls. For whatever reason, usually owing to an interruption or last-minute emergency on the buyer’s end, your scheduled thirty-minute first appointment has been whittled down to almost nothing. When this happens to you—and if it hasn’t, it will—context

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28
Apr

3 Battle-Tested Sales Strategies from “The Patriot”

Identifying even the smallest distinctions between you and your competitors can make the difference between winning and losing. The Patriot is an excellent movie about war strategy during the Revolutionary War. Mel Gibson’s character, Benjamin Martin, gains access to Lord Cornwallis’ personal journals and reads every word. The British leader documents his strategy for winning battles and achieving victory over
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19
Apr

5 Things to Eliminate from Your Sales Meetings Right Now

Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings… but they think they do. Sure, they assemble the sales team together regularly. Yes, they lead the meeting with quota updates and sales reports. Yet, to observe this Monday morning ritual is to witness a group responsible for paying the

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