Category: Outside Sales/In-person sales only

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.

Fresh Tips to Make Your Sales Meetings Memorable

In-person meetings give you the amazing opportunity to be face-to-face with prospects and sell to them in-person. But these meetings have their challenges, too. Primarily, it’s tough to stand out when there are so many other competitors out there.

A Little Empathy Can Go A Long Way In Sales

From Alexa to self-driving vehicles, technology advances are impacting many industries. But, should sales reps be afraid of being replaced?

Risk-Reversal Language Can Boost Win Rates

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.

Trade Show Tips to Drive Traffic in 2019

Do you have any trade shows scheduled in 2019? Likely, you will be attending and hosting a booth in at least one show next year. With so many other sellers vying for attendees’ attention, you need new ideas to make your booth stand out from the others.

3 Techniques to Increase Email Response Rates

Do you wish you could get more responses to your initial outreach emails to potential clients? According to HubSpot writer Aja Frost, the solution can be as simple as improving your introduction.

Nonverbal Cues You Are Missing, According to Sign Language Users

Many people don’t think twice about body language. But for others, it’s vital to communication. Users of American Sign Language (ASL) rely heavily on others’ movements and expressions to understand what is being said and expressed.

7 Tips for Building Trust in Sales With Improved Communication

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.

Research Reveals Not All Prospects Are What They Seem

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.

Sales Tips for Introverts

Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.

Rigidity

“That’s just the way it is,” or “Those are the rules, ma’am,” or “That’ll never work.” Do those kinds of sayings ever come from your mouth?

True Problem-Solving Begins with Questions

Your client has called an urgent meeting with you, indicating that something is wrong. You rush over, and, instead of explaining the situation to you and asking for your advice, they tell you a solution they already have in mind. Should you take that request at face value?

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