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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: Preparation
Mapping The Customer's Journey Can Have A Big Impact
Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
How to Stop the "I'll Get Back You" Stall
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
Sell Smarter — Episode 21 — Avoiding Autopilot Sales
What’s the number one objection most salespeople face today?
Why You Should Covet Out-of-Office Email Messages
Do you get disappointed when you email a prospect and get an out-of-office message in return? Those messages are full of useful information, as Matt Benati points out in a recent HubSpot article.
2 Embarrassing Ways You Could be Ruining Sales
Yeah, you may have spent a considerable amount of time researching your next prospect on LinkedIn and a slew of other sites, but there may be one reference you forgot to check: your fellow salespeople. Brian Birkett writing for SellingPower points out that overlooking what your coworkers are doing can lead to multiple problems.
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?
Are You as Productive as You Think You Are?
Would you say your daily work routine is productive? Whether you have your doubts or you want to learn what you could be doing better, Selling Power editors say that there are four ways that productive salespeople tend to spend their time.
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.
2 Details You Need to Learn Before Making a Sales Call
The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
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.
3 Steps to Achieving Higher Sales Goals
Are you having trouble keeping the sales goals you set for yourself at the beginning of this year? You’re not alone. It’s not just exercising goals that tend to fall to the wayside as the year goes on; many goal setters often leave their intentions in the dust as well.
