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If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.
Category: Connecting with the Heart
A Little Empathy Can Go A Long Way In Sales
From Alexa to self-driving vehicles, technology advances are impacting many industries. But, should sales reps be afraid of being replaced?
Trade Show Tips to Drive Traffic in 2019
Do you have any trade shows scheduled in 2019? Likely, you will be attending and hosting a booth in at least one show next year. With so many other sellers vying for attendees’ attention, you need new ideas to make your booth stand out from the others.
Research Reveals Not All Prospects Are What They Seem
Have you heard of the term “happy ears?” It’s sales-industry jargon referring to sales reps who tend to hear only what they want to hear. Research reveals that this is actually a real phenomenon, and reps can be blindsided when a seeming eager prospect bails on a deal.
Sales Tips for Introverts
Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.
The Right Mix: How to Make A Sale
While every sale is different, there are a few vital characteristics that all typically include. And, according to SalesPop’sClaudia Kimla-Stern, successful sales are a unique “formula,” made up of varying levels of each factor (or as Kimla-Stern calls them, “ingredients”).
You Messed Up: How to Make Things Right
You aren’t always going to be right. That’s a tough pill to swallow, especially for salespeople, who typically have a lot of pride and confidence. But, it’s going to happen.
How to Be Welcomed by Your Customers
One way to be welcomed by your customers is to be in the right frame of mind. Prepare yourself mentally for selling. What does that mean to you?
Connecting With The Head and The Heart
Connecting with someone requires understanding them and their interests as well as showing them how you are a relevant resource to them. Connecting with the head or intellect falls into two areas: credibility and activity.
Using Time as a Sign of Caring
Someone who is frequently late sends the message that he or she does not care. That may not be true, but that is the message, and it may injure his or her chances for rapport.
How to Write the Perfect Follow-Up Email
Reps everywhere have likely experienced awkward silence following a period of communication with a prospect. What happened? Why did the prospect suddenly stop responding? These moments can be tough because while you don’t want to come across as pushy, you’d like to continue the dialogue.
Magic Words to Overcome Sales Objections
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.
