What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.
Tag: B2C sales
Increasing competition always makes customer retention even more vital than it already is. Sales reps, to be successful, must spend adequate effort to keep current clients.
On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.
Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.
Following up with prospects is an important part of the sales process, and some salespeople even have systems in place to do so. While there is no singular program that works, some are more successful than others.
Fear can be a sales killer, sneaking into your sales process and sabotaging your hard work.
Listening is so important to sales, and there’s actually research that backs up its incredible value to salespeople. In particular, “active listening” has a significant impact on successful outcomes.