Establishing Authority with Your Prospects 101
Connecting with the Head, Managing Yourself, Sales TipsAre you having a bit of trouble establishing authority with your sales prospects? Being knowledgeable about your product or service is the first step in establishing your authority with a prospect. But there's more you need to accomplish.…
Sales Qualification: How to Qualify and What to do Next
Sales Tips, Targeting/Prospecting/NetworkingSales qualification is the ultimate goal of your discovery calls. It’s when you determine if the lead can actually use your product or service or if continuing to reach out to them would be a waste of time. But qualifying a lead can be…
Selling By Video Isn't Going Away
Connecting with the Heart, Sales TipsSelling by video is a technique that came to the forefront of sales strategies in 2020. As more offices shift back to in-person selling, others are continuing remote selling or a hybrid of both. The COVID-19 impact on using video…
Your Pipeline May Be In Need Of A Check-Up
Assessing/Discovery, Sales Tips, Solving/Collaborating the BuyerHow healthy is your pipeline? While you may be quick to defend it, there’s a chance that it’s not as efficient as it could be. If you find that many leads aren’t closing, your pipeline could be part of the issue.…
How to Find Your Niche Market in 3 Steps
Assessing/Discovery, Sales Tips, Targeting/Prospecting/NetworkingChances are, your product or service isn’t for everyone. It’s not a one-size-fits-all solution that can work for anyone in any industry. So, why are you acting as if that’s what your product is?…
3 Tips to Get Organized so You can Up Your Sales Game
Email/Voicemail, Managing Yourself, Sales TipsIf you’re not organized, the service you provide for your clients and prospects is bound to drop dramatically in quality. Your clients and prospects are expecting you to take care of them if they agree to do business with you. How can…
Layers of Questions Can Bring You Closer to a Deal
Assessing/Discovery, Sales TipsAsking layers of sales questions is a technique that reps can use when learning how to best serve a prospect. It involves being thoughtful about how you ask questions, ensuring that each question is asked in an order that is most effective.…
Upselling Your Clients: A How-To Guide
Assessing/Discovery, Attention to Detail, Sales TipsWant to know one of the quickest ways to earn extra money? Upselling your clients. The problem is, upselling exceedingly difficult to do.…
4 Steps to Crafting the Perfect Elevator Pitch
Presentations and Proposals, Sales Tips, Targeting/Prospecting/NetworkingElevator pitches are tough to nail down. You have to fit a lot of important information about who you are and what you do into around 30 seconds. And you have to make those 30 seconds memorable.…
Remember: Renewals Aren't Guaranteed
Managing Accounts, Sales TipsRenewals are an important aspect of a salesperson’s business, but this focus can be neglected. Often, reps are focused on prospecting and gaining new business, leaving current clients on the back burner. Focusing on retaining clients…
Handling Rejection With Grace
Managing Yourself, Sales TipsHandling rejection isn’t supposed to be easy; no one wants to be told “no,” especially salespeople. But, rejection is an inevitable part of life and the sales profession. The sooner you learn to deal with it in a professional and…
2 Common Client Retention Mistakes You May Be Making
Email/Voicemail, Managing Accounts, Sales TipsClient retention is critical for sales success. Not only do loyal clients give sales reps a steady stream of income, they’re also a fantastic source for both referrals and sales leads.…