Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.
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.
Not every prospective customer is going to be an easy sell. Most often, you’ll encounter at least one or two objections during the sales process.
Approximately 75% of convenience store customers are there solely to buy gas. What can you do to get them from the pump to your store? Plenty, according to GSP’s Steven Cohen.
The most successful reps know that there is an art to the upsell and cross-sell. But, don’t think that it’s a difficult technique that only a few can do. Not only does upselling boost your earnings but it can also secure loyalty.
Likely, you’re going to hear “no” at least once in a while from a buyer. This is especially true in the salon industry, as customers may not always be eager to buy a suggested product or service.
Even the best salespeople can trip up. It’s easy to become too complacent in the job or too busy to notice details. But these “fails” can be costly.
Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?
Successful selling involves more than just pitching a couple of benefits and throwing out a price. There are so many factors that influence buyers, and some things they consider to be benefits may not even be tangible.
We are living in an “information revolution,” a time when an incredible amount of information is available to buyers. And, they are using that information when making purchasing decisions.