Tag: assessing

Watson, come here. I need you to help me make a sale.

Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?

Are You Teaching Your Salespeople What The Ideal Customer Looks Like?

The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

Are You Asking These Sales Discovery Questions?

Has your close rate been lower than you’d like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.

How to Score Better Prospects by Optimizing Data Mining

Is your manager leaning on you to do more prospecting? To bring those leads down the sales funnel and close the deal in record time?

How to Assess Customer Needs in Half the Time

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.

Setting up the question…and lowering the boom

Leone says the question is the most important skill a salesperson should master and I agree. He presented a three-level strategy in setting up and asking the question that could change the way you ask questions from now on.

Two Tips to Help You Top Your B2B Sales Quota

Are you among the 47% of sales reps who are struggling to make this year’s numbers? You might be able to close the gap by understanding what your B2B buyers really want.

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.

How to Ace Your Discovery Calls

Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.

How to Assess Leads to Score More Deals

Not all sales leads are the same. As you work your prospect pool, you’ll want to approach leads with angles that correspond to their positions in the sales funnel.

How to Give A Sales Pitch That Prospects Will Remember

Many salespeople take the moment or two that clients require to think as a negative thing when, in reality, attempting to fill that gap in conversation with any random facts you can think of is just making you seem ill-prepared and on-edge.

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