There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the deal to fall through.
Author: Jessica Helinski
Cold calling is a tried and true technique used by sales reps for years. While many in the industry say that cold calling is dead, others argue that’s simply not true.
More presentations are featuring video, which creates an engaging break from a static slideshow. But, videos can upstage the presenter, so it’s important to be thoughtful in how you use them.
Summer is officially here, and along with the heat comes the dreaded sales slump. The warmer months are typically slower for reps, but there are still things you can do to keep your pipeline full.
Shortcuts can help time-strapped reps do things more efficiently and quickly. But, some shortcuts in sales should be avoided.
Promising prospects can suddenly go silent despite your best efforts. So, what can you do to effectively rekindle communication?
Despite the convenience and ease of today’s technology, there really is no substitute for face-to-face communication. This is especially true for sales.
Sales reps must do everything they can to put a prospect at ease during the sales process. One way to do so is to demonstrate empathy.
While some prospects may accept a blunt, out-of-left-field request for a sales meeting, most will likely balk at this approach. Reps will have better success scheduling first-time meetings if they warm up prospects first before asking.
Sales is definitely a numbers game, but it also requires a bit more than strictly business to be successful. The industry’s top performers also inject a little bit of something extra into their process.
Successful selling requires reps to ask questions, and usually, the more questions asked, the better. But, not all questions are created equal.