The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
In some organizations, sales reps wear many hats. They’re responsible for finding leads, developing them and closing the deal.
Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.
The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.
Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.
Want to keep your funnel full in today’s hyper-competitive sales world? Of course, you do! So, this year, make the extra effort to improve your lead generation.
As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.