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
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.
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
You may not be able to eliminate objections completely, but you can certainly minimize them. Here are three ways you can preemptively reduce the number of objections you get in a sales call: 1. Know Your Ideal Customer Profile When you strategically position yourself to focus on people within your target market, you will more likely get better receptivity. Take a
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
What does a productive coaching session look like with your sales rep? Follow these guidelines to improve your performance as a sales coach. Great Sales Managers leave clues as to why they have successful sales teams. When coaching salespeople one-on-one, there are consistent practices that emerge to give us insight as to what really works. I’ve assembled seven of them
Great salespeople know that good questions aren’t enough to separate themselves from their competition. They ask their questions within a framework of logic that elevates the sales conversation and buyer experience. Here’s how you can do it too. What does it really take to win more sales over your competition? It starts with asking buyers the right questions, but within
Successful salespeople know that not all customers are the same. Therefore, in order to make more sales, they do this… Successful salespeople can differentiate between good customers and mediocre ones. They study the subtle differences and focus on looking for those who fit that “ideal” profile. What about the bad customers? They fire them. Yes, successful salespeople know that the
Decision-makers’ buying habits can be quite different depending on their level of authority within an organization. Superstar salespeople know how this makes the difference between getting a sale or not. Smart salespeople know that selling to decision-makers are not all the same. The motivations, budgets, goals, and habits of buyers change as you move up or down within a company’s structure.
Don’t let fear impede your sales performance. Check out these three fundamentals to breaking free of fear when prospecting. Fear can immobilize salespeople, especially the first step of the sales process. Cold calling, prospecting, lead generation – whatever you call it, can be an intimidating exercise. Here are the essentials for turning it around. Here are three essentials to breaking