Tag: sales tips

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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15
Jul

6 Questions To Ask Before Terminating A Sales Rep

Objectively evaluate the source of the problem while you consider terminating a salesperson that is not meeting their sales goals. Got a salesperson that you might be terminating? So far you’ve tried everything to correct the situation – training, begging, threats, performance improvement plans, mentorship, etc. Still, they’re not meeting your expectations. Before making the decision to terminate a rep, ask yourself these

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11
Jul

10 Reasons Why Most Sales Training Doesn’t Work

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are ten items to help you implement a successful sales training program. You’re ready to train your sales team. They need a standardized process, universal language and defined steps to guide their efforts. The sales training firm has been selected and classes are

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10
Jul

15 Proven Sales Tips to Boost Your Sales Right Now

Use these time tested sales tips to improve your performance right now. I’m a collector. I collect everything from vintage Coca-Cola machines to really good sales questions. In this article, I’m sharing some of my favorite sales tips that I’ve collected from many great salespeople who’ve allowed me the privilege of observing them and asking questions. I hope you find

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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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30
Jun

7 Proven Ways to Differentiate Yourself from Your Competitors

Overcome sales resistance and differentiate yourself using any one of these seven forms of validation. How do you differentiate yourself from your competition? Demonstrate your credibility. Chances are good that many prospects have decided whether they buy from you very early in the sales process. So, how do you overcome an inherent lack of trust? How do you separate yourself

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28
Jun

Build a Sales Empire by Conquering Your Contact Lists

Arrange your contact lists into these five (5) categories for a highly effective way to create greater sales opportunities. The lifeblood of your sales career resides in the quality and quantity of your lists. Everyone in your pipeline is not the same, so don’t treat them the same. You have a different relationship with each one and it’s constantly changing.

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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

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