Imagine, if you will, that you’re an executive of a company beginning a meeting with a salesperson you have never met before. They come in, shake your hand, and immediately reference an activity you enjoy that they had no way knowing, even from the items in your office.
Category: Attention to Detail
Remember playing I Spy when you were a kid? Before the tablet age, this was a classic parenting tactic to keep children entertained during a long car ride or a grown-up meal in public.
It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?
Attentiveness means being aware of what is going on in your environment. It can be as simple as noticing when someone is getting bored, to sensing that now is not the right time to put your ideas across.
The most successful reps know that there is an art to the upsell and cross-sell. But, don’t think that it’s a difficult technique that only a few can do. Not only does upselling boost your earnings but it can also secure loyalty.
Yeah, you may have spent a considerable amount of time researching your next prospect on LinkedIn and a slew of other sites, but there may be one reference you forgot to check: your fellow salespeople. Brian Birkett writing for SellingPower points out that overlooking what your coworkers are doing can lead to multiple problems.
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.
Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.
Looking to improve your sales pitches? Considering the pitch is a vital part of the process, you will likely benefit from giving your strategy a refresher.
The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage.
Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.