Questions will get you answers. The right questions will get you sales.
Author: Jessica Helinski
The most successful and happy sales reps take care of their prospects, their clients, and their teams. And, they also take care of themselves.
Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.
Few sales are won without negotiation. Sometimes, it’s an easy collaboration between seller and buyer that benefits both parties. Other times, buyers play hard ball, using tough tactics that can throw off a seller.
We’ve all been a part of webinars that just didn’t excite us, or spur us to action. “Webinars are an incredible avenue for providing thought-leadership content to people who are curious about your industry,” writes Amy Balliett for Inc.
A couple of weeks ago, the popular TV series Game of Thrones began its final season. Even if you aren’t a fan, you may be aware that the show features dragons. You may not be aware that the sales industry has its own “dragons,” dubbed “productivity dragons” by the RAIN Group.
If asked, most salespeople would say they want to be irresistible to buyers. But being irresistible, according to sales pro Marc Wayshak, doesn’t necessarily come naturally.
For one sales professional, there’s one key ingredient to a successful sales demonstration: Storytelling. And, while many salespeople have been taught to sell benefits rather than features, they haven’t been taught how to do this in the form of a story.
Likely, sales reps have heard about the importance of active listening. But very few have probably taken the time to learn what it truly is, let alone hone it as a skill.
Looking to improve your sales pitches? Considering the pitch is a vital part of the process, you will likely benefit from giving your strategy a refresher.
We all want to be liked by others, and in sales, likeability is often considered a must-have trait. But your sales success might not depend on whether a buyer likes you or not.