QUICK TAKES ON SALES CREDIBILITY
During discovery, asking questions should always be a priority; without the right questions, how do you “discover” anything valuable? The most successful sellers know that it’s not just asking questions that is important but also
Some sellers may be feeling out of practice when it comes to networking. But it’s a skill that continues to be important. This is especially true as more professional sales networking opportunities arise.
Trial closing in sales is a strategy that sellers can use to gauge the level of buyer interest at various stages of the process. It’s an effective way to understand just how ready a prospect is to make a purchase.
While social selling and Zoom meetings are the newest communication tools, it still benefits sellers to master the basics of sales voicemail.
Certain sales behaviors can be deal-breakers. A recent study revealed which ones are most aggravating to buyers, and this latest insight into B2B buyer preferences can help sellers adjust their own behaviors.
No matter how good the intentions, there are certain sales behaviors that sellers should leave behind. Reps may not even realize that they're undermining their own success. Many of these “bad habits” have been tried-and-true in the
Your word choice matters when dealing with prospects. Best prepare for meetings using sales tactics 101.
New selling research uncovered the challenges that reps are currently struggling with, as well as why they feel that they are losing sales. The findings reveal areas where B2B sellers need to make adjustments–or risk even more loss.
Responding to objections is a challenge for sellers, according to recent research by SalesFuel. The Voice of the Sales Rep study found that “handling objections” is one of reps’ biggest selling weaknesses. This doesn’t bode well for
Have you heard of the SPIN methodology? Relying heavily on sales call questions, Neil Rackham introduced this approach in his 1988 book, “SPIN Selling.” It promotes taking a consultative approach to sales by relying heavily on
Sellers may not realize the leverage they have during a negotiation to close the deal. Each negotiation presents several opportunities to gain leverage
Before you have the opportunity to present to a prospect, you and your organization have been studied and discussed. Based on what a potential buyer discovers about you online, you’ve either earned a certain amount of credibility, or
Email continues to be popular among sales professionals, due in part to the widespread comfort with the tool. But, that comfort can lead to sloppy use. Sellers may not consistently use proper etiquette, or they may be employing
Sellers can prospect their way to sales success by embracing a basic three-step program, according to Anthony Natoli, strategic AE at Lattice. Prospecting can seem like a daunting task, but it doesn’t have to be. Breaking the process
Your sales success hinges on your ability to pitch well; your pitch depends on how well you can identify, and connect to, each person in the audience.
Today’s sellers have a multitude of sales outreach tools at their disposal. By revising and refreshing, or completely redoing, your strategy in response to shifting trends, you stay competitive.
As buyers evolve, it’s important that sellers adjust their sales discovery process to align with these changes. There has been a major shift in how companies do business, including how they make a purchase. Buying groups have grown; in
Client churn continues to challenge sellers; specifically, over a quarter say overcoming churn is getting even more difficult, according to SalesFuel’s research. But the good news is that employing advanced selling skills can help
SOLUTIONS FOR BUILDING CREDIBILITY
In this 90-second microcast, C. Lee Smith talks to Bryan Adams, the CEO and founder of Ph.Creative, recognized as one of the leading employer brand agencies in the world. This CredTalk addresses how salespeople should handle selling for a company not known for being great to work for.
In this 90-second microcast, C. Lee Smith talks to master somatic life coach Maria Victoria Albina. This CredTalk addresses how salespeople must walk the fine line between delighting the customer and being a people pleaser to maintain credibility.
In this two-minute microcast, C. Lee Smith talks to Anthony Iannarino, the author of Elite Sales Strategies about how credible salespeople can use the Champion-Challenger strategy to win new business during times of economic uncertainty.
In this 90-second microcast, C. Lee Smith talks to Maria Victoria Albina, a master somatic life coach and nurse practitioner. This CredTalk addresses how a salesperson's overall physical and mental state affects how their perceived by customers and high-level decision makers.
In this 60-second microcast, C. Lee Smith talks to Jeb Blount, the author of Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E‑Mail, and Cold Calling about how credible salespeople should use the value bridging technique.