If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don't know how. Or even deeper, they don't know the components or factors that make up the "why" of listening.
Are you among the 47% of sales reps who are struggling to make this year's numbers? You might be able to close the gap by understanding what your B2B buyers really want.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
Being able to speak to a sales prospect is nice, but the ability to converse with them is what is going to fully engage them in the sales process and increase your chances of earning their business.
You’ve done everything right with your new prospect. But, now that the contract's in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
Meeting with a potential client soon? Here are three quick tips to keep in mind to help you close your next sale.
How would your company fare if your customer service was randomly tested without your knowledge? Based on SuperOffice's research, not well.
"How many are experiencing a good economy at the moment?" Jeffrey Gitomer, author and speaker, asked the crowd. Half the room raised its hands at the recent Leadership+Talent Development Summit in San Diego. "You’re going to have the greatest year of your life if you work your ass off."
Let me ask you a question: What's the one thing you can do in the next 12 months that will dramatically impact sales?
In a fast-moving market, the best way to retain and sell more to existing clients is to make them an unbeatable offer. If you’re selling a product or service that’s being disrupted by a competitor with new technology, don’t start thinking all is lost.
If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.
If you were a professional jazz musician you would work on your craft. However, as a jazz musician, when you get into the performance, you must be able to improvise.