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.
Category: Targeting/Prospecting/Networking
4 Ways around Common Sales Objections
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
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.
Top Tips on How Experienced Reps Make Quota
If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?
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.
Save Your Sales By Picking Up The Phone
Yes, today’s salespeople have many ways to reach out to others: email, social media, texts, and videos. But reps should still be able to pick up a telephone and expertly ask for a meeting.
Are You Unknowingly Giving Your Prospects Negative Attention?
Too many salespeople aren’t engaging their prospects and giving them the positive attention they need in order to be motivated into a sale. If you’re asking yourself how a salesperson could be giving negative attention to someone they’re trying to sell to, here’s some enlightenment that Marcus Buckingham and Ashley Goodall provide in their SellingPower article.
Look To Your Competitor To Score New Business
Your next big client could actually come from working with your competitor. If you haven’t ever considered checking out the competition’s client list, you could be missing out on big opportunities.
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.
3 Best Tips to Find New Leads
In some organizations, sales reps wear many hats. They’re responsible for finding leads, developing them and closing the deal.
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.
