Category: Managing Accounts

Sales Slumps Happen. Here’s How to Pull Yourself Out

Feel like you’re missing your sales mojo? Don’t panic; you have the power to pull yourself out of a sales slump and emerge with confidence.

Is This The One Tool You Need to Make Quota This Month?

If airline pilots miss any single step of their pre-flight process, they’ve put themselves and their passengers at risk. Your typical sales process isn’t usually a life or death matter, but you’ll have a greater chance of success if you use a checklist.

How To Sell To Clients in Disrupted Markets

In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.

How Many Choices Should You Offer When Negotiating?

When you offer choices that vary by price, prospects are likely going to select the mid- or low-priced option. Often, reps will offer three tiers of pricing to put less pressure on the prospect. And, usually, the highest-priced option is never chosen–and that potential revenue is lost.

How Do You Handle the No-Show?

Dealing with a no-show is a delicate task; how you react can determine the future of the relationship.

What’s Your Plan for Managing the Last Quarter of 2017?

If you are using final weeks of each quarter to hastily make deals, you might want to reconsider. You could end up costing your company more than you’re winning.

Are you serious about them? Are they serious about you?

Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.

How to Give A Sales Pitch That Prospects Will Remember

Many salespeople take the moment or two that clients require to think as a negative thing when, in reality, attempting to fill that gap in conversation with any random facts you can think of is just making you seem ill-prepared and on-edge.

What to Say When You Need an Answer Now

It’s understandable that a salesperson will have deadlines, but there are more tactful ways to communicate that than saying “as soon as possible.” Rather than cause anxiety or create pressure, consider using one of the following suggestions the next time you request something by a deadline.

Are You In Danger of Losing Your Key Accounts?

According to Tris Brown, who writes for td.org, having a clear plan for dealing with strategic accounts can explain 31% of “the difference between high- and low- performing sales team. [LSA Global research.]” The same holds true for your own management of strategic accounts.

Tips for Revving Up Referrals

One path to easier prospecting is all about getting your existing clients to give you referrals. John Rampton, VIP contributor at Entrepreneur.com, has come up with over 20 clever ways to score referrals.

Are Your Social Media Skills Helping You Close More Deals?

Social media can be a double-edged sword. You can score more sales if you know what you’re doing, or you could lose an important client because of a careless error. Clark Owen tells you what you need to know to make the most of these tools.

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