How to Build Trust with Your Customers in Sales
Credibility, Managing Accounts, Sales Tips, TrustWhat’s the most common trait among salespeople who lose clients almost as soon as they gain them? After the sale, they pop the champagne, breathe a sigh of relief, and believe their work with that client is done.…
Why Learn from an Industry Expert? Your Sales Career Won't Plateau
Assessing/Discovery, Curiosity/Creativity, Sales TipsLess than 30% of sales reps say that they are provided with sales coaching that is personalized to their unique needs. For the sake of your career, it’s time to take steps to learn from an industry expert.…
Five Ways to Identify Pain Points
Credibility, Customer Service/Assurance/Delivery, Sales TipsSalespeople must identify pain points to successfully build credibility and ultimately close. But, not every rep bothers with this essential step, creating a missed opportunity to present themselves as credible.…
The Soft Sell Is What Today's Buyers Want
Connecting with the Heart, Managing Yourself, Sales TipsA soft-sell approach may be just what you need to start the new year off with success. While the traditional hard sell approach has been touted as the aggressive way to get what you want, a soft sell may be more in line with today’s buyers.…
Why Taking Notes During Sales Meetings is Crucial
Credibility, Sales TipsDuring the discovery phase of the sales process, you’ll be asking your prospect a lot of questions. Not all of us have a memory like a steel trap, so taking notes is crucial.…
What to do When Clients and Prospects Lie
Credibility, Managing Accounts, Sales TipsSalespeople are often unfairly and harshly judged for being stereotypically dishonest. But no one talks about how often both clients and prospects lie to sales reps.…
Selling On Social Media: Your How-To Guide
Sales Tips, Social Media/Data Mining for SalesIs selling on social media a goal you’d like to tackle this new year? If not, it should be! Social media is used around the world by billions of people. Businesses are jumping on networks to engage with clients, spread awareness, make…
Unresponsive Clients Can Be Reached With These Tips
Email/Voicemail, Sales TipsAn unresponsive client can be a major headache. It can put a sales rep in a tough position; how much is too much when it comes to reaching out? Does their lack of response mean they aren’t happy?…
Virtual Selling: How to Overcome Top Challenges
Managing Yourself, Sales TipsVirtual selling isn’t new to most salespeople. But due to COVID-19, it’s more widespread across the industry, and reps are quickly having to learn the ins and outs of this method.…
Dig a Little Deeper During Your Discovery Calls
Assessing/Discovery, Sales Tips, Targeting/Prospecting/NetworkingDiscovery calls are the most important part of the sales process. Not only is it the moment you learn whether or not a prospect has a need for your product or service that they’re interested in filling, it’s also your prospect’s first…
Ghosting: How to Respond When Prospects Go Silent
Email/Voicemail, Sales TipsGhosting isn’t just for dating; salespeople often deal with prospects who suddenly go dark, cutting off all communication. It’s a confusing situation because you don’t want to come across as annoying, but it also can be very…
How To Discuss Competitors In A Sales Conversation
Sales Tips, Solving/Collaborating the BuyerTalking about competitors with prospects is tricky. You need to tread carefully so that you don’t seem unprofessional but yet you don’t want to sing their praises either.…
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