What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
It’s much harder to close if you don’t ask smart questions early in the sales process. But before you make that discovery call, you need to do some homework.
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?
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.
Would you like your sale reps’ demos to drive 50% conversion rates? Of course.
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 much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.