No matter what a salesperson is selling, they will, at some point, face an objection from the buyer. It’s up to the rep to handle that objection in a professional manner that will move the process forward.
Fear can be a sales killer, sneaking into your sales process and sabotaging your hard work.
Presenting information in a compelling and persuasive way isn’t everyone’s strong point. It can be especially difficult if there’s a chance your audience will disagree with what you have to say.
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.
In sales, especially when commission is involved, there’s a focus on the number of sales made rather than the quality of a sale. Because of this, customer loyalty can be low and valuable components of a sale, such as customer service, are lost.
There’s so much more to sales than just actually selling a product or service. A lot of thought, planning and problem-solving goes into being successful, and there so many important aspects of a proper sales process. One of those is forecasting.
What can you do to stand out from competitors? For many, offering “free” services is a way for them to stand out from the crowd and attract new business. But, is this really a good idea?
Referrals are incredibly valuable in sales, no matter what industry. And, in the competitive health care world, a glowing referral could help you win out over competitors.
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.
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.
With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.
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.