What would you say is the most important part of the sales process? For Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
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.
If you’re sick of writing, “Just Checking In,” as the subject line of every outreach email you send to clients, guess what; they’re probably just as sick of reading it.
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.
There are five basic conflict resolution behaviors which will help you resolve conflict in almost any situation you encounter. They will allow you to benefit from positive disagreement without having those disagreements escalate into out-of-control personality conflicts that damage the morale and productivity of the organization.
Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?
For the most part, everyone wants to be liked. In sales, this desire can actually derail a rep’s success. Striving to be friends with a prospect or client may come at a high price, as some reps will promise (or do!) anything to win that friendship.