I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.
At some point in your sales career, someone will ask you a question that you just can't answer. It may be about a topic that you don't know much about. Or, it could even be about your own product or service. What will you do?
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.
Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”
Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?
According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”
Typically, reps make their product or service the hero of a story, saving the day for the prospect and his or her business. But, what if you switched it up? Emily Bauer suggests casting the prospect as your story’s hero.
In order to inspire client loyalty, you have to first gain their trust. Here are a few tips on how to do so with the help of James Alexander and his article, “Brilliant CX: Compressing the Cycle Time of Trust.”