How are you feeling at the beginning of this new year? Do you feel like you’re the best at what you do? If not, it’s time to change that.
Category: Connecting with the Head
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.
Buyer anxiety can strike at any time during the sales process. But, it’s most likely to pop up during the late stages. Believe it or not, what you say can have a big influence on dissipating that anxiety.
Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.
Have you heard of the term “happy ears?” It’s sales-industry jargon referring to sales reps who tend to hear only what they want to hear. Research reveals that this is actually a real phenomenon, and reps can be blindsided when a seeming eager prospect bails on a deal.
While every sale is different, there are a few vital characteristics that all typically include. And, according to SalesPop’sClaudia Kimla-Stern, successful sales are a unique “formula,” made up of varying levels of each factor (or as Kimla-Stern calls them, “ingredients”).
How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.
“People are not rational.” This is how Entrepreneur contributor Ted Chong begins a recent article that discusses the relationship between sales and human behavior.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
“Sorry to bother you.” This simple polite phrase is very common, especially among salespeople. But, one sales professional believes saying it has become a bad habit.