It’s likely that, for most of your presentations, your audiences will be comprised of both introverts and extroverts. How you cater to both groups can have a huge impact on how well your presentation is received.
Closing a deal isn’t the end of a sales relationship. A good relationship can last for years, with needs and opportunities evolving as the market does. And so, when Tiffany Marchand, of the Tri-County Times, discovered co-op advertising dollars for one of her current clients, she picked up her phone right away.
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.
Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.
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.
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
Jordan Estes has only been in media sales for a year and a half, but he already has a good grasp of the industry. Recently, he took his talents to a financial planner in the area who had been struggling to make a name for himself in the local market.
If you had to guess, how many sales reps missed their quotas last year? The answer may surprise you.
Cold emails can go nowhere. Or, they can transform into hot leads. Are you doing what it takes to make those leads happen?
Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.
Having word-of-mouth credibility on your side is invaluable for a small business. Building that kind of trust and credibility in one’s market is no easy feat, and it’s what keeps people coming back time and again. But in a digital era of online marketing, consumers are making more decisions based on what they see on their computers and smartphones and fewer based on what they find out in face-to-face interactions.
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.