Tag: Preparation

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Sell Smarter 16: Smarter Pre-call Preparation

How much pre-call research should sales reps do? Should you be calling your prospect or would an email work better? We answer these questions in episode 16 of the Sell Smarter video podcast from SalesFuel.

Don't Dread Cold Calls, Laugh Them Off.

You will no longer dread the dreaded cold call after you read this column several hundred thousand times.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it's best to know all you can about them, respect 'em, and always carry a snake bite kit with you — just in case.

Ignite Client Engagement with 3 Easy Methods

Engaged clients are happy clients. But that’s not always an easy task for a busy salesperson. So, what are some relatively easy ways to offer quality customer engagement and service?

Despise Negotiating? Here are 4 Ways to Up Your Game

Your clients aren’t always going to agree on the deals you set before them. So, what then? Here are four ways to improve the way you negotiate.

Is Nervous Talking Sinking Your Sales?

Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.

No Soliciting Signs… How to Get Around and Through Them

No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.

When You Walk in Empty Headed, You Walk Out Empty Handed

How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?

Is Your Personality Leading You Away from Consultative Negotiating?

Unless you have the most accommodating prospect in the world, you’ll need to negotiate to close your deal. If you’re not a natural negotiator, you can succeed if you know what to watch for.

Sales preparation. New ways to get ready.

Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparati

Fear of Rejection is Bogus

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.

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