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.
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.
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.
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.
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.
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.
Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.
You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.