Your fellow salesmen may be making it rain while you’re somehow in the middle of a bad streak or your manager may have just bumped up your quota. No matter what your situation is, you’re probably feeling rushed, and will therefore put the sales process into hyperdrive. However, according to a SellingPower article by Ben Taylor, you have to slow down to make your prospecting better.
Category: Outside Sales/In-person sales only
To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.
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.
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?
Rarely does a week go by that I don’t receive calls or emails from professionals who are frustrated with their closing rates.
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.
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 average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage.