Category: Sales Tips

Top Sellers Make Fewer Touches Than Average Reps

Think you can guess how many touches it takes to get a first meeting with a prospect? Recent research from the RAIN Group Center sheds light onto how often a rep needs to contact a prospect to make that first conversion.

Where and When to Establish Buyer Confidence

The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.

3 Ways to Motivate Clients to Complete Surveys

Providing feedback takes time and motivation, both of which can be difficult for your clients to come by. So, how can you encourage them to give you the answers you need?

Top Tips to Counter Prospects’ Objections

You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.

Simple Mistakes to Strike From Sales Emails

For salespeople, every touchpoint is an opportunity to sell. Even emails, which are usually used for brief communications, can persuade a prospect. Unknowingly though, reps may be weakening their sales emails by making simple copywriting mistakes.

Presentation Style: One Size Doesn’t Fit All

People are always looking for advice on how to give the perfect presentation. They worry about whether or not to use visual aids, how many slides (if any!) to include, or if storytelling is more effective than instructional style.

When you answer a prospect’s question, avoid two words – Yes and No

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.

Is Bluntness A Problem For You?

Being assertive about our opinions and beliefs is fine, but at some point, assertiveness crosses over into bluntness. And that means you haven’t taken the other person’s feelings into account.

How to Collaborate With Your Prospects

Are you looking for a proven way to get your prospects to say yes to your proposal? In Mike Schultz’s opinion, it’s all about collaboration.

Busted! New Data Debunks Common Prospecting Myths

You’re probably aware of quite a few sales myths, but now, there’s research that actually reveals why these myths don’t hold up. A new white paper from RAIN Group Center for Sales Research disproves five common prospecting myths by revealing insights from a recent survey of buyers and sellers.

Break the Mold With These Fresh Prospecting Ideas

Tired of the old standard methods of prospecting? If you’re looking to get a bit more creative when seeking prospects, there are some ways you can shake things up. Apart from gaining a fresh perspective, it’s also important to switch up the prospecting routine to open up opportunities.

Are You Making One of These 5 Closing Mistakes?

The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.

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