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.
Tag: sales skills
If, “You can’t teach an old dog new tricks,” is ever uttered by a salesperson, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development, always doing what they can to stay ahead of the curve so that their methods don’t become predictable and boring.
The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.
Presenting information in a compelling and persuasive way isn’t everyone’s strong point. It can be especially difficult if there’s a chance your audience will disagree with what you have to say.
From failure, we learn. It’s a mantra many of us have repeated over the course of our lives to give us the motivation we need to try again once we fail. But for some salespeople, instead of motivation, that sentence becomes an excuse.
You’re likely familiar with the phrase “practice makes perfect.” But have you heard of striving for “perfect practice?” This form of practicing emphasizes quality over quantity, and it can have a major impact on presentations
If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
“Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.
Yeah, you may have spent a considerable amount of time researching your next prospect on LinkedIn and a slew of other sites, but there may be one reference you forgot to check: your fellow salespeople. Brian Birkett writing for SellingPower points out that overlooking what your coworkers are doing can lead to multiple problems.
Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.