Category: Preparation

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

Losing Sales? These Are the Likely Reasons

Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.

Why Preparation Is An Essential Part of Sales Success

How many times have you gone into a sales meeting without a plan, hoping the prospect would do what you want? More than likely you did not get the desired results.

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it's best to know all you can about them, respect 'em, and always carry a snake bite kit with you — just in case.

Sales Tips for Introverts

Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.

The Words and Phrases That Kill Sales

Have you ever stopped to think if some of the words and phrases that you use may be preventing prospects from buying your products or hiring you for your services?

Sales Burnout Is Real: How to Keep It At Bay

No one wants to be hit with sales burnout. Unfortunately, many reps miss the warning signs before it’s too late and find themselves deep in its throes.

After The Show Is Over, How Do I Follow Up?

After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.

Is Nervous Talking Sinking Your Sales?

Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.

Can You Close a Sale in Five Questions?

Questions breed sales. Using questions to find facts is critical to creating an atmosphere in which a sale can be made. Sales solutions are easy once you identify the prospect's problems.

5 Easy Tips to Help You Up Your Sales Call Game

Cold calls can be difficult to get through and make money from. Here's how you can stand out from the crowd.

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