Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.
Author: Jessica Helinski
Considered a salesperson’s “secret weapon,” video is becoming a common way for reps to communicate with prospects and clients. But some reps just can’t bring themselves to be comfortable in front of the camera.
Following up with prospects is an important part of the sales process, and some salespeople even have systems in place to do so. While there is no singular program that works, some are more successful than others.
While you may not have ever started your own business, you can still benefit from thinking like an entrepreneur. This is especially true for salespeople. A mental shift to more entrepreneurial thoughts can have a positive impact on every aspect of your sales.
Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.
Giving discounts isn’t necessarily a bad thing. If done strategically, discounts can encourage a sale along and actually add value for you in the long run.
Fear can be a sales killer, sneaking into your sales process and sabotaging your hard work.
Over time, sales reps can settle into habits, especially when doing demos or discovery calls. These are big parts of the sales process, and after a while, reps may unknowingly fall into a bad habit (or two or three).
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.
Prospect not picking up the phone? Client giving you the cold shoulder? First, don’t panic; you won’t be the first salesperson to be ignored. Then, consider how to react.