Sales reps know that ideal prospects have the money and authority to buy. But, there’s something else that actually trumps those two things. Think you can guess what it is?
“You need to be the CEO of your life.” That was the message from Kelly Mooney, businesswoman, author, and professional speaker, delivered during the Women in Digital Conference last week in Columbus, Ohio.
For so long, we were told that being a “yes man” would get us ahead professionally. We were told that saying “no” makes one seem like less of a team player, less of a people-pleaser, and less willing to do what it takes to win.
Sales articles typically dole out “to-do” tips to reps hoping to close more deals. But, what should reps NOT do if they want to make sales?
“Thank you for your consideration.” These words are the typical polite response to a prospect turning down your deal. Often reps use this phrase as a farewell before walking away from a lost deal. But, it’s actually something you shouldn’t say.
Are you making the most of your network? If you aren’t bringing in referrals often, then maybe you aren’t using your network to its full potential.
In sales, wording can mean the difference between closing a sale or walking away disappointed. Language plays a big role in success, and not just because of its subtle influence over buyers. Saying the right thing also lends confidence to the seller, and we all know confidence is a major key to closing.
Mountain climbing certainly isn’t for everyone. The fear of heights and the sheer difficulty of scaling giant peaks are enough to deter most from even considering the sport. But, even if you’ve never tried it, you can still apply lessons from mountain climbing to your own sales career.
Hustle is the hot buzzword, and professionals everywhere are encouraged to embrace it. But, the fast-paced grind can wear anyone down, especially salespeople.
Any sales reps out there with an interest in psychology? The link between sales and the psyche is pretty strong, and the reps who know this are the ones with a competitive advantage. Everyone is equipped with unconscious biases that affect our behavior and decision-making.
Sales triggers are events that demonstrate a strong immediate need to buy. While some triggers may be obvious, many are subtle. Reps need to be able to recognize these triggers so that they can take advantage of the opportunity to create urgency.
Are you up-to-date with the latest research about sales? Knowing the facts about what fellow reps are doing can guide you to success (and help you avoid ineffective strategies).