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.
While every sale is different, there are a few vital characteristics that all typically include. And, according to SalesPop’sClaudia Kimla-Stern, successful sales are a unique “formula,” made up of varying levels of each factor (or as Kimla-Stern calls them, “ingredients”).
How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.
Beth Dock, an account executive for Comcast Spotlight, is no stranger to success. With AdMall’s help, she closed a sale with a car dealership earlier this year that was worth nearly $50,000. Hoping to go for a double feature, Dock next went knocking on the door of a local dental company specializing in dentures and implants.
One of the most important sales techniques to master is being persistent without annoying others. As a salesperson, you most likely will always be the driver of new business, but unfortunately, many reps come across as pushy.
Tony Chatman is president of Chatman Enterprises and author of the book, The Force Multiplier is a touchstone to inspire leaders to transform people (and their personalities!) into a high-performing team that gets the job done. In this episode, we discuss: unconscious bias in management, why there have to be winners and losers on teams, and customizing management to achieve better results
“People are not rational.” This is how Entrepreneur contributor Ted Chong begins a recent article that discusses the relationship between sales and human behavior.
Prospects aren’t opening three out of four of your sales emails. That’s right, prospects only open about 24% of the sales emails they receive.
You’ve heard the advice that sales is about helping the client and not about making money. But are you actively putting that advice into practice? A solid foundation to build effective sales on are your listening skills.
Technology has made it possible for salespeople to conduct meetings with someone in an entirely different part of the world. Virtual sales meetings are increasingly common, and reps are adjusting to the new normal of remotely connecting with prospects.
You aren’t always going to be right. That’s a tough pill to swallow, especially for salespeople, who typically have a lot of pride and confidence. But, it’s going to happen.
Without clear sales goals, how far can a rep expect to go? Not that far. Reps need to have clearly defined achievements they are striving for; otherwise, they’ll fall short.