Category: Outside Sales/In-person sales only

Are You Guilty of “Pitchulation”

To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.

2 Reasons Your Prospects May Not Trust You

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?

You May Be Overlooking A Vital Selling Point

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.

Are you Focusing on the Right Part of Your Sales Pitch?

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.

Are You Unknowingly Giving Your Prospects Negative Attention?

Too many salespeople aren’t engaging their prospects and giving them the positive attention they need in order to be motivated into a sale. If you’re asking yourself how a salesperson could be giving negative attention to someone they’re trying to sell to, here’s some enlightenment that Marcus Buckingham and Ashley Goodall provide in their SellingPower article.

How To Add Value For Clients Who Research Online

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.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

How To Double And Triple Your Closing Rates

Rarely does a week go by that I don’t receive calls or emails from professionals who are frustrated with their closing rates.

Here’s a 3-Step Plan to Increase Sales

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.

Are You Killing Your Sales by Being on Autopilot?

After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.

Ace the Sale by Thinking on Your Feet

There’s one in every crowd. You’re finishing up your presentation. And then, this person asks you an impossible question.

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