Category: Connecting with the Head

Research Reveals Best Way to First Contact a Prospect

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.

It’s Always Time to Spruce Up Your Sales Pitch

The beautiful thing about a sales pitch is that it can always be tweaked. And, it should be tweaked often…maybe even right now.

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.

Show Me The Value!

Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.

No Soliciting Signs… How to Get Around and Through Them

No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.

Not Closing? Check Your Attitude

Whoever came up with the adage “attitude is everything” might have worked in sales. Your attitude has a major impact on whether a deal closes – and thankfully, attitude is something in the process that you have total control over.

How to Handle Difficult Sales-Call Scenarios

So many things can go well during a sales call. And alternately, so many things can go wrong. Whether you and the prospect are on different pages or he or she can’t stop talking about a different topic, calls can quickly go awry.

Ask Your Prospects These Important Questions

How you ask questions can greatly alter how they’re answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.

Questions You Must Ask to Uncover Buyers’ Needs

Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.

How to Re-Engage With Prospects In 2018

Now that the holidays have passed, it’s time to focus on getting things moving in 2018. The holiday season can wreak havoc on productivity, and reconnecting with prospects and clients is often difficult after the hiatus.

How to Respond When Faced With a Question You Can’t Answer

At some point in your sales career, someone will ask you a question that you just can’t answer. It may be about a topic that you don’t know much about. Or, it could even be about your own product or service. What will you do?

How to Make Your Sales Demos More Effective

Curious about how to get more from your sales demos? Recent research sheds light on what makes a demo effective rather than just a waste of everyone’s time.

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