Category: Sales Tips

7 Discovery Call Mistakes: Which Ones Are You Making?

What would you say is the most important part of the sales process? For Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.

Why Transparency is Better than Perfection in Sales

Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.

Here’s How to Get Your “Just Checking In” Emails Answered

If you’re sick of writing, “Just Checking In,” as the subject line of every outreach email you send to clients, guess what; they’re probably just as sick of reading it.

Why You Should Listen With All Of Your Senses

Have you ever felt like you’re not quite clicking with a prospect?

Mystery Shoppers Reveal Top Seller Mistakes

Even the best salespeople can trip up. It’s easy to become too complacent in the job or too busy to notice details. But these “fails” can be costly.

How to Show Value Before You Even Need To

Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.

Finding out “why” is easiest after you lose the sale

The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.

Conflict Resolution Behaviors

There are five basic conflict resolution behaviors which will help you resolve conflict in almost any situation you encounter. They will allow you to benefit from positive disagreement without having those disagreements escalate into out-of-control personality conflicts that damage the morale and productivity of the organization.

Are You Guilty of “Pitchulation”

To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.

Close More Sales Through Consultative Selling, Expertise

Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?

Don’t Be Their Friend, Be Their Salesperson

For the most part, everyone wants to be liked. In sales, this desire can actually derail a rep’s success. Striving to be friends with a prospect or client may come at a high price, as some reps will promise (or do!) anything to win that friendship.

2 Reasons Your Prospects May Not Trust You

James Rores, founder and CEO of Floriss Group, says that 97% of salespeople are not viewed as trustworthy by prospective clients. Instead, they’re seen as self-centered, pushy, and manipulative. Why does this happen?

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