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.
Category: Connecting with the Head
Today’s salespeople have a powerful tool at their disposal that many of their predecessors didn’t have: Video.
We are living in an “information revolution,” a time when an incredible amount of information is available to buyers. And, they are using that information when making purchasing decisions.
Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.
We’ve all been a part of webinars that just didn’t excite us, or spur us to action. “Webinars are an incredible avenue for providing thought-leadership content to people who are curious about your industry,” writes Amy Balliett for Inc.
If asked, most salespeople would say they want to be irresistible to buyers. But being irresistible, according to sales pro Marc Wayshak, doesn’t necessarily come naturally.
For one sales professional, there’s one key ingredient to a successful sales demonstration: Storytelling. And, while many salespeople have been taught to sell benefits rather than features, they haven’t been taught how to do this in the form of a story.
Biases exist, whether we like it or not. It’s up to salespeople to overcome buyers’ internal biases to make the sale.
Do you ever feel like you just can’t get through to buyers? You’re not alone. Busy schedules and gatekeepers are just a couple of the common obstacles reps face. But, don’t give up; chances are good that you will get through.
Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.
To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.
You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.