Tag: sales skills

7 Discovery Call Mistakes: Which Ones Are You Making?

What would you say is the most important part of the sales process? For Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.

Why Transparency is Better than Perfection in Sales

Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.

Don’t Be Their Friend, Be Their Salesperson

For the most part, everyone wants to be liked. In sales, this desire can actually derail a rep’s success. Striving to be friends with a prospect or client may come at a high price, as some reps will promise (or do!) anything to win that friendship.

Look To Your Competitor To Score New Business

Your next big client could actually come from working with your competitor. If you haven’t ever considered checking out the competition’s client list, you could be missing out on big opportunities.

How To Add Value For Clients Who Research Online

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.

Ask THESE Questions to Win the Sale

Questions will get you answers. The right questions will get you sales.

2 Details You Need to Learn Before Making a Sales Call

The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.

How to Win Over A Competitor’s Customer

Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.

Here’s a 3-Step Plan to Increase Sales

Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.

How to Boost Your Sales Using Decision Intelligence

“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.

Are You Killing Your Sales by Being on Autopilot?

After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.

The Secret Ingredient to Sales and How to Cultivate It

If you had to choose, what would you say is the secret ingredient to sales success? Sure, overall success is a mix of many skills, but if you had to pick one, which would it be?

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