Approximately 75% of convenience store customers are there solely to buy gas. What can you do to get them from the pump to your store? Plenty, according to GSP’s Steven Cohen.
Author: Jessica Helinski
“Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.
The most successful reps know that there is an art to the upsell and cross-sell. But, don’t think that it’s a difficult technique that only a few can do. Not only does upselling boost your earnings but it can also secure loyalty.
“Sorry, to bother you…” How many follow-ups have you begun with this phrase? You may be surprised that it’s a phrase you should actually avoid.
Likely, you’re going to hear “no” at least once in a while from a buyer. This is especially true in the salon industry, as customers may not always be eager to buy a suggested product or service.
Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.
Salespeople know the importance of building value. But top salespeople actually become the value.
What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
Even the best salespeople can trip up. It’s easy to become too complacent in the job or too busy to notice details. But these “fails” can be costly.
Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.
Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?
For the most part, everyone wants to be liked. In sales, this desire can actually derail a rep’s success. Striving to be friends with a prospect or client may come at a high price, as some reps will promise (or do!) anything to win that friendship.