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.
Category: Outside Sales/In-person sales only
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.
There’s one in every crowd. You’re finishing up your presentation. And then, this person asks you an impossible question.
Rejection will always be a part of a salesperson’s experience, no matter how stellar their sales skills. It happens to everyone, and the sooner you come to terms with that, the sooner you can learn how to succeed despite those rejections.
Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
Traditionally, demos have followed a linear path, with sales reps not reaching the most important content until well into the meeting. But recent research reveals that this might not be the best way to conduct a demo.
Did you know that your peak selling time has just as much to do with you as it does your prospects? Alice Heiman, founder and CSO of Alice Heiman, LLC, a sales leadership programs business, says you have to pair when you’re at the top of your game along with when your prospects are available in order to make successful sales.
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.