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