As easy as it is to point your finger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to consider maybe you’re the reason it fell through?
Category: Outside Sales/In-person sales only
Good sales advice comes from everywhere, even unlikely sources. Perhaps your family members were the first to teach you sales tips. SellingPower’s Herman Dixon learned a lot about leadership from his grandmother that can easily be refined into sales tips.
Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.
I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.
It’s natural to be nervous before a big purchase, especially when buying a solution for an entire company. If you find that a prospect seems worried, it’s up to you to put him or her at ease and soothe any concerns.
You may think that servant leadership has nothing to do with sales for people who aren’t in management positions. If you think that, you’re misinformed.
How many times have you gone into a sales meeting without a plan, hoping the prospect would do what you want? More than likely you did not get the desired results.
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.
If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.
Voicemail … is it where deals die? Maybe not if you know how to leave the right message.