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?
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.
If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?
If you are a fan of The Moth or This American Life, you know the power of storytelling. We humans seem hardwired to root for the underdogs and cheer them on as they achieve victory over their antagonists.
As easy as it is to point your finger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to consider maybe you’re the reason it fell through?
You may think that servant leadership has nothing to do with sales for people who aren’t in management positions. If you think that, you’re misinformed.
No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.
While there’s no magic wand that will instantly get a prospect to say “yes,” one industry professional believes there are magic words that will do the trick.
Curiosity may have killed the cat, but this trait will make you a successful sales rep. Mike Renahan wrote about how curiosity benefits sales reps. Take a look at the connections he makes.