Sales is a skill that needs to be practiced, learnt and developed to be successful. In our sales skills articles, you can find the essential strategies all sales professionals, business development representatives and agents need to implement.
To be successful in sales, you need to make connections—but not just with your existing customers. This is where networking comes in. Networking as a Sales Strategy Networking can help you generate business leads and get feedback on your products or services. The most important parts of networking are, first, just getting out there and […]
Networking Tips for Sales Professionals Read More »
Salespeople are very much like doctors in the sense that we (should!) diagnose before we prescribe a solution. For instance, suggesting a product or service to someone whom you don’t fully understand their needs is comparable to your doctor handing you a prescription before taking the time to understand your symptoms. Can you imagine that
How Sales Reps Can Identify & Resolve 4 Common Customer Pain Points Read More »
It’s not uncommon to see salespeople everywhere leading with, ‘I give the biggest discounts, I have the lowest price, I will give you a good deal.’ They do and say all of this because they don’t know how to differentiate from the competition. But really, no one is going to buy something, no matter how
Quick Tip: Don’t use Price to Differentiate Read More »
The other day, the LinkedIn app on my phone just started blowing up with messages. People were saying, ‘ Congratulations! Way to go! ‘ And I was like, What’s going on? It turns out LinkedIn had shared my 20-year milestone at SOCO Sales Training. It’s been 20 years since I started this company! It’s been
Lessons from 20 Years in Business Read More »
Too many companies think they have a marketing issue when, in fact, they have a sales issue. Yes, sometimes there is room for marketing to improve, but what I like to look at is whether those leads are being handled effectively? Or are they being wasted on untrained reps? In this episode, Tom Abbott uncovers
It’s Not A Marketing Issue, It’s A Sales Issue Read More »
What do you do when your customer says they only have a budget of $2,000 (or so they say) – and your product sells for $2,500? You know they’ve just hit you with the dreaded price objection, so what do you do? Do you drop the price to $500 to match their budget and give them a discount?
Cheap Buyers? How To Deal With Low Budget Customers In 6 Steps Read More »
In this Selling in Asia podcast episode, Tom Abbott sits down with Steve Benson, Founder and CEO of Badger Maps. A time management software that helps sales reps optimize their routes and be on time. He was Google Enterprise’s top sales executive in 2009 and hosts the Outside Sales Talk podcast. Join them as they
Adapting To The New Normal In Sales with Steve Benson Read More »
In a perfect world, prospects will be easy to qualify, move through the sales pipeline with ease and have absolutely no sales objections. Unfortunately, we don’t live in a perfect world. If prospects didn’t have objections, then they would’ve bought your product already! That’s why objection handling is just half the fun in sales, so keep reading
The Ultimate Guide to Overcoming Objections in Sales Read More »
Have you ever talked yourself out of a sale? If you have, there’s a good chance you weren’t listening to your customer. Too many people think it’s their role to do all the talking to sell their product or service. In reality, what ends up happening is they talk themselves out of the sale because
Diagnose Before You Prescribe To Be Successful In Sales Read More »
I’m an international sales expert, and I’ve compiled an Amazon Listmania! List of books to help home-based businesses, small business owners and home office entrepreneurs to grow their businesses. This list includes: Business Books 1. Steve Jobs by Walter Isaacson 2. The 7 Habits of Highly Effective People by Stephen R. Covey 3. Outliers: The
Business and Sales Books for Businesses Read More »