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Most sales reps know the importance of building rapport. But many make minimal effort beyond common pleasantries, hoping the value of what they’re selling will carry them on to a sale. This is a big mistake because when it comes down to it, how much the buyer does (or doesn’t) like you will affect the sale.
Category: Connecting with the Heart
Don't Fall For These Closing Myths
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.
How to Paint A "New Reality" For Prospects
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.
What Role Should You Take When Selling?
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.
How to Calm A Worried Prospect
It’s natural to be nervous before a big purchase, especially when buying a solution for an entire company. If you find that a prospect seems worried, it’s up to you to put him or her at ease and soothe any concerns.
Are You a Salesperson or a Sales Leader?
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.
How to Be A Great Salesperson in 2019
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.
Do These 5 Things During Every First Sales Meeting
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.
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.
