Author: Jessica Helinski

Don't Stop At the Sale: Tips For Continued Success

What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.

Never Negotiate These Things Away

Negotiations are pretty common in the sales world, and you’ve likely done your fair share of negotiating with a prospect or client. But there are some things that should be off-limits when it comes to haggling.

Easy Steps To Boost Customer Retention

Increasing competition always makes customer retention even more vital than it already is. Sales reps, to be successful, must spend adequate effort to keep current clients.

3 Keys To Retaining Your Clients

What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?

Prevent Price Objections With These Pro Tips

Salespeople in every industry face objections. And in the auto industry, one of the most common complaints involves the seller’s the trade-in offer.

Oh, The Terror! Don't Let Fear of Small Talk Destroy Your Networking

Not all salespeople are extroverts. Yes, they may be able to present to a roomful of people or lead a full webinar. But, the thought of making small talk at an event could be terrifying.

16 Questions That Leaders Should Ask During One-On-Ones

As a leader, you probably encourage your team to form authentic relationships with prospects and clients. But, do you take your own advice when it comes to your relationship with team members?

Does Your Delegating Save Time or Waste It?

Delegation is an important skill to master when in a leadership role. When done properly, delegation will save you, the leader, precious time, as well as keep business running efficiently.

If You Aren't Qualifying Leads, You're Likely Wasting Time

With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.

Social Selling: How To Do It Without Fumbling

Social media presents an incredible opportunity for salespeople. It also presents incredible opportunity to fumble. The ability to instantly connect puts a lot of power in reps’ hands, but they need to be thoughtful about how they use it.

Avoid These Mistakes When Cross/Upselling

On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.

30 Question To Uncover The Best Leads

The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.

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