Tag: sales tips

10
May

Wildly Successful People Have Mastered This Powerful Communication Skill

Effective communication means connecting with the other person in a way that invites them to offer you valuable information as well as willingly receive what you say. So much can get lost or misinterpreted in a sales call, business meeting or even a casual hallway interaction. Elite performers communicate effectively because they understand personality styles – their own style and

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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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6
May

Secrets to Selling to Darth Vader and Other Forceful People

The practice of identifying personality styles has been around for centuries. Today, it is still highly effective to recognize your customers’ different styles and modify your style to improve the sales call dynamic. Black suit and cape? Check. Clinched fist? Check. Heavy breathing? Check. Pursuit of intergalactic domination? Check. We’ve all had them – the unapproachable, overbearing, domineering, power hungry

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3
May

8 Things Smart Salespeople Never, Ever Do

Avoid these common sales mistakes and follow the lead of successful sales reps to improve your sales What mistakes do successful salespeople sidestep that the rest don’t? They avoid common mistakes by learning quickly what not to do and engaging in highly productive behaviors that yield stellar results. Here are eight common mistakes that top salespeople avoid in order to

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2
May

5 Quick Prep Tips for Sales Call Success

I’ve witnessed too many salespeople who possess an overinflated belief that they can just “wing it” on a sales call. Successful sales reps prepare – and in more ways than one. They prepare on multiple levels – from getting enough sleep the night before to organizing their collateral materials for a group presentation. Each item improves their chances of separating

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29
Apr

5 Ways to Get New Sales Reps Selling Faster

Training new sales reps is a critical part of success. Too much training can diminish performance. These 5 steps will get them producing quickly. What do you remember from your freshman college American literature syllabus? Probably some titles, and a few authors, like Edgar Allen Poe, T.S. Eliot, and Herman Melville. Unfortunately, we lose more information during those four (or

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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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22
Apr

The 7-Fold Pathway to Self-Motivation

Life throws us many unsettling circumstances that can truly exhaust our motivation. However, you can recover and even prevent them from deflating your drive. It’s easy to lose momentum when personal and professional issues build up. Here are some proven ways to legitimately drive self-motivation back into your heart and mind. 1. Determine what you want If you want money, what

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22
Apr

3 Awesome Sales Tips from the Greatest Chess Player Ever

The average sales rep does only one of these sales tips; the sales expert does all three. Follow these tips to improve your sales results. A casual chess player looks at the board and makes what they think to be their best move. Skilled players may predict two or three moves in advance - their move, their opponent's move, then
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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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