Apologizing is an art form that is the backbone of customer service when things take a turn for the worst. Yet, many people don’t know how to effectively apologize to their customers, therefore potentially jeopardizing that business relationship.
The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.
One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask.
When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them?
Think about the last time you bought something for yourself. After doing some initial research yourself, you probably asked some friends if they’ve had any experience with the product or service you were considering. Their answers were probably a make-or-break for your decision, right?
Have you ever felt like you’re not quite clicking with a prospect?
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.
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.
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.
Likely, sales reps have heard about the importance of active listening. But very few have probably taken the time to learn what it truly is, let alone hone it as a skill.
When was the last time you updated your customer service plan? If your response was a scoff thinking that your service plan doesn’t need updates, think again.