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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.
Category: Preparation
Focus On Sales Forecasting For Future Success
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.
The 3 Keys to Successful Networking
Email and call sales? Easy. Sales presentations you’ve practiced to perfection? You could do those in your sleep. But networking events? They’re not everyone’s strong suit.
4 Ways to Keep Your Sales Process from Becoming Obsolete
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.
Triumph over Sales Meeting Anxiety Using These 3 Tips
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.
Are You Unnerving Prospects by Using This Sales Strategy?
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.
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?
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.
