Category: Assessing/Discovery

7 Discovery Call Mistakes: Which Ones Are You Making?

What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.

Are You Guilty of “Pitchulation”

To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.

Are you Focusing on the Right Part of Your Sales Pitch?

Do you get that special feeling when you find a prospect who fits the description of your ideal target candidate? They’re in the same field of business as many of your other clients, they’re in a position of buying power, and there’s plenty of contact information for them. Your solution will be perfect for them! Get out of that mindset.

How To Sell Services Without “Selling Out”

It can be tricky to sell certain services without feeling like you’re selling out. This is especially true for those selling wellness services, including personal coaching.

Look To Your Competitor To Score New Business

Your next big client could actually come from working with your competitor. If you haven’t ever considered checking out the competition’s client list, you could be missing out on big opportunities.

Are You Teaching Your Salespeople What The Ideal Customer Looks Like?

The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

Ask THESE Questions to Win the Sale

Questions will get you answers. The right questions will get you sales.

Here’s a 3-Step Plan to Increase Sales

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.

Are You Asking These Sales Discovery Questions?

Has your close rate been lower than you’d like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.

Reps: Make Your Prospect the Hero in Your Sales Story

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.

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