No matter what a salesperson is selling, they will, at some point, face an objection from the buyer. It’s up to the rep to handle that objection in a professional manner that will move the process forward.
Author: Jessica Helinski
Sales enablement is a topic that's not discussed often. You probably think selling is tough. Well, surprisingly, buyers think buying is tough!
Upselling is an art, and it can be hard to do well without annoying the customer. It’s especially tough in the age of the internet, when customers empower themselves by doing their own research online.
Likely, you’ve encountered fellow sales reps who worked without strong sales ethics. Often, selling by any means necessary is how deals are won, but is that really the best course of action?
Do you have a go-to closing technique? Is it your ONLY closing technique? If yes, then you may have an issue.
Sure, you’ve studied sales negotiation tactics to implement, but have you ever thought about the tactics that prospects use on you?
Fear can be a sales killer, sneaking into your sales process and sabotaging your hard work.
Presenting information in a compelling and persuasive way isn’t everyone’s strong point. It can be especially difficult if there’s a chance your audience will disagree with what you have to say.
Listening is so important to sales, and there’s actually research that backs up its incredible value to salespeople. In particular, “active listening” has a significant impact on successful outcomes.
It’s not always easy to gain access to a business’ decision-maker. Caller ID, email filters, and gatekeeper assistants can make it tricky to speak with the person in charge.
In sales, especially when commission is involved, there’s a focus on the number of sales made rather than the quality of a sale. Because of this, customer loyalty can be low and valuable components of a sale, such as customer service, are lost.
The most successful sales reps typically share at least a few common traits. And while it may seem otherwise, there isn’t anything “magical” about these traits.