You can learn to listen for specific clues as to how to best present information to new potential clients.
By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Adjust your demonstration for this person to show them things. Take advantage of product brochures as visual aids as well as the actual products on the floor or demo samples you bring with you. Read More »
Some of you may have heard the term “Sales 2.0” and wondered what is meant by the term. Chances are that many of you reading this blog post have been moving in the direction of a Sales 2.0 model without being aware of it. You just know that what you used to do is not working as well as it did before, and you are trying new things.
The short definition of Sales 2.0 is that you separate the Prospecting/Lead Generation function and the Selling Function into two distinct business roles. In other words, the Sales reps don’t make the cold calls and do the prospecting, another group does that role; the Sales reps are only responsible for completing the sale. Read More »
You must make up your mind in 60 seconds.
No time to think. No time to change your mind. Answer Yes, or No.
What are you going to do?
Has anybody ever given you a choice where you had to make a decision almost instantly?
How did that make you feel? Read More »
It’s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way—for some it takes more than once. You keep control by asking questions that steer the conversation/presentation in the direction you want it to go.
If a potential client hesitates, stalls or objects to something during your sales process, use these words with sincere concern, “Obviously, you have a reason for saying that, Jim. Would you mind sharing it with me?” You’ll be pleasantly surprised by what you hear next.
Most people will tell you exactly what’s bothering them about making the decision. At the very least, you’ll hear more about their primary objection to your offering. Then, you’ll have something to move forward with whether it’s handling money issues, clarifying a point of knowledge about your product or expanding additional benefits of ownership. Read More »
RFPs. Requests For Proposals. What do you do when you get them?
* Get all excited because you think you’ve got a hot prospect?
* Start thinking of all the ways you can spend that big commission check?
* Figure this BIG sale will make your year, help you beat your quota and keep your boss happy?
If you picked any of the above answers, you picked the wrong answer. Read More »
Carl was having trouble closing sales. Business was terrible. He wasn’t making money.
He had been following the advice of his sales manager, but he wasn’t getting any results.
This is what he had been told to do: Read More »
Do you own a business? Have you or your sales staff ever had a prospect come up with a deal-killing objection just when you thought you had the sale? Or had a solid lead take too long to get to the close?
They’ll tell you the price is too high, they’re not ready to buy right now, want to think about it, can’t get the boss to approve it, or worst of all, “aren’t interested”, when you know for a fact they need your product or service. Read More »
Here’s a sample conversation that was sent to me by a real sales pro, Gene Wrasman. Gene is going through my sales course and he offered these sales tips about how to avoid getting rejected.
Here’s Gene’s sales tips: As you introduce yourself to the prospect you can almost see the walls of protection go up. Here’s how the conversation should go: Read More »
Achieving sales volume goals for your business is one of the biggest challenges any owner or manager faces. There are so many factors that can affect that final number.
Hopefully, you have a staff of people who are dedicated, professional and motivated to help you achieve your business goals. If you do not, read no further. Instead, read up on how to hire the right people to sell your products and services.
Let’s assume for now, though, that you do have the right people in place. How do you set the sales goals you want and need without being pushy and demanding of your sales team? Read More »
Maybe not! Maybe it’s the best time!
Just think of the freedom a brand new sales person would have!
What kind of freedom?
Freedom from all the old habits that are so hard to change.
Freedom from the “way we used to do it!” Read More »
