When a sales rep has to rely on other members of the company to assist on a sales call, complications can arise. Following these steps can help you improve your team selling approach and outcomes. Horror stories abound of team selling situations where a rookie technician rambles on about excessive product details alienating the Vice President or an overly controlling
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 from buyers. Salespeople can ask a question and not get a truthful answer from the buyer – simply because of the way they phrased the question.
The words we say can have a powerful impact on people – positively or negatively; not only to others, but also to ourselves. Read this story about how a sales reps career was instantly changed with a single word. After several months selling for her new company, Jennifer was floundering. A sales reps career is not easy. Even after her sales manager
Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point. When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager has to step in and
Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sales call with a prospect. We had a very nice conversation, and he had some interest in one of our services. Even better, he had a few of the characteristics of a qualified buyer. However, I
Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get asked most often is, “What does it take to be a great salesperson?” Some ask because they want to be great in sales. Others ask because they want to hire great reps. Either way, successful salespeople leave clues to their
You only get one first appointment with a prospect—never waste one again. If you don’t have a list of questions to ask on every first appointment, you need one. Don’t waste that irreplaceable time by inquiring into the same generalities and presenting the same company overview that your buyer hears from every salesperson who walks through their door. Don’t go
Well-crafted questions are the key to effective upselling. Learn these five excellent ways to add more value and increase each sales opportunity. “Do you want fries with that?” Years ago McDonalds made untold millions with that one phrase alone. But, you never hear it anymore. They simply bundled the fries, burger, and drink together. Today, you have to tell the