Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.
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?
If asked, most salespeople would say they want to be irresistible to buyers. But being irresistible, according to sales pro Marc Wayshak, doesn’t necessarily come naturally.
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
“Be authentic” has become the most tossed around and over-used cliché in the world of business and sales. Authenticity is not a sales strategy!
It’s happened. One of your clients is upset. How you handle bad situations is going to determine whether your client will decide to continue giving you their business.
You aren’t always going to be right. That’s a tough pill to swallow, especially for salespeople, who typically have a lot of pride and confidence. But, it’s going to happen.
The crowded environment that professionals face today is intense, and it has never been more challenging to attract clients and close new business. These changes are so significant that your business won’t survive without true differentiation.
Connecting with someone requires understanding them and their interests as well as showing them how you are a relevant resource to them. Connecting with the head or intellect falls into two areas: credibility and activity.
You’d rather buy just about anything from a friend rather than a stranger, right? Here are a few tips for how to achieve that kind of trusting business relationship with your clients.
Successful selling requires reps to ask questions, and usually, the more questions asked, the better. But, not all questions are created equal.