There’s an overwhelming amount of sales pitch information you can gather before meeting with a prospect. Spending too much time researching one prospect can overload your mind with data you may not even use AND take away time you could be spending proactively preparing for other sales.
There’s so much more to sales than just actually selling a product or service. A lot of thought, planning and problem-solving goes into being successful, and there so many important aspects of a proper sales process. One of those is forecasting.
If, “You can’t teach an old dog new tricks,” is ever uttered by a salesperson, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development, always doing what they can to stay ahead of the curve so that their methods don’t become predictable and boring.
In-person sales presentations can be nerve-wracking, especially if you’re meeting with a prospect you’ve only briefly spoken with. It can be difficult to appear confident and conceal any anxiety you may be feeling.
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.
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
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.
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?
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.