Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.
Category: Connecting with the Head
To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.
You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.
Do you know all of the different positions that a rep can take during the sales process? While relationship selling is widely touted, it’s not the only way a rep should engage with a prospect.
When trying to close a sales deal, having a champion on your side can make the process much faster. But you can’t just go and pick out anyone and expect him or her to help move the deal along.
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.
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.