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.
Category: Connecting with the Head
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.
Do you know all of the different positions that a rep can take during the sales process? While relationship selling is widely touted, it’s not the only way a rep should engage with a prospect.
When trying to close a sales deal, having a champion on your side can make the process much faster. But you can’t just go and pick out anyone and expect him or her to help move the deal along.
How are you feeling at the beginning of this new year? Do you feel like you’re the best at what you do? If not, it’s time to change that.
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.
Buyer anxiety can strike at any time during the sales process. But, it’s most likely to pop up during the late stages. Believe it or not, what you say can have a big influence on dissipating that anxiety.