Most sales reps know the importance of building rapport. But many make minimal effort beyond common pleasantries, hoping the value of what they’re selling will carry them on to a sale. This is a big mistake because when it comes down to it, how much the buyer does (or doesn’t) like you will affect the sale.
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is seven.
Did you know that your peak selling time has just as much to do with you as it does your prospects? Alice Heiman, founder and CSO of Alice Heiman, LLC, a sales leadership programs business, says you have to pair when you’re at the top of your game along with when your prospects are available in order to make successful sales.
If you’re still not closing at the rate you want, here’s what you should try next.
According to Michael Tracy, one of today’s top sales professionals and speakers, being yourself is the ultimate sales tool. There are, however, three parts of yourself that you need to emphasize, and they all begin with the letter “C.”
We all know that each client is different and so their customer service plan must be unique to them as well. However, not many salespeople take the time to think through more than just, “Should I call or email my client?” According to CustomerThink’s Niamh Reed, customer service plans need to be way more versatile than that, especially when a new customer is learning to utilize your product or service.