Category: Sales Tips

Avoid These Mistakes When Cross/Upselling

On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.

30 Question To Uncover The Best Leads

The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.

Avoid this Embarrassing Sales Email Editing Mistake

Have you ever taken the time to edit your sales emails before you click send? Not just reading it over once for spelling and grammatical errors. Rob Reinalda, writing for Ragan, says that if you’ve edited your message correctly, you’ll have cut at least a few sentences in half.

Do You Have A Vision?

I think it is easy to see why someone who has the power to imagine, to be creative, to posit alternatives in a coherent way that others can understand, is going to be more influential than someone who cannot.

Are You Matching Your Sales Strategy to the Situation?

Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.

Are You A Lead Hunter? If Not, Here's How To Start

When it comes to generating leads, do you consider yourself to be a farmer or a hunter? It actually pays to be a bit of both!

Need to Uncover ROI? Ask These Questions

The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.

Price — the most perplexing issue of sales.

I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.

Mastering the Art of Persuasion in 3 Easy Steps

Persuasiveness is an ability most salespeople long for. You may think it’s a natural born gift that some people have and some don’t. However, persuasiveness is something you create; not a trait.

Here’s Why Your Deal Stalled and How to Get it Back on Track

How did your last contact with a big prospect end? If you didn’t get a commitment from them to talk again, at a specific time, you may have a problem.

Ask These Questions to Qualify Leads, Learn More

One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask.

Have You Made Your Prospecting Videos Yet?

As you likely have heard, video can be a powerful tool in getting a prospect’s attention and forging a relationship.

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