Imagine, if you will, that you’re an executive of a company beginning a meeting with a salesperson you have never met before. They come in, shake your hand, and immediately reference an activity you enjoy that they had no way knowing, even from the items in your office.
Category: Outside Sales/In-person sales only
How many times have you sat through a slideshow presentation that made you lose interest almost immediately? Probably too often. How are your sales presentations to your prospects and clients different than those other boring ones?
It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?
From failure, we learn. It’s a mantra many of us have repeated over the course of our lives to give us the motivation we need to try again once we fail. But for some salespeople, instead of motivation, that sentence becomes an excuse.
Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?
James Rores, founder and CEO of Floriss Group, says that 97% of salespeople are not viewed as trustworthy by prospective clients. Instead, they’re seen as self-centered, pushy, and manipulative. Why does this happen?
Successful selling involves more than just pitching a couple of benefits and throwing out a price. There are so many factors that influence buyers, and some things they consider to be benefits may not even be tangible.
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.
We are living in an “information revolution,” a time when an incredible amount of information is available to buyers. And, they are using that information when making purchasing decisions.