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.
Author: Jessica Helinski
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.
Not every prospective customer is going to be an easy sell. Most often, you’ll encounter at least one or two objections during the sales process.
You’re likely familiar with the phrase “practice makes perfect.” But have you heard of striving for “perfect practice?” This form of practicing emphasizes quality over quantity, and it can have a major impact on presentations