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 »
You’re probably reading this post to learn how to sell. But it’s more beneficial for you to understand how and why customers buy. Understanding the consumer’s decision-making process is paramount to achieving success. The ability to anticipate and respond to the needs and preferences of potential buyers greatly influences your sales outcomes. This article will
Decoding The Consumers Decision-Making Process In Sales Read More »
When you incorporate solution-focused coaching techniques into your management style, you’ll be surprised by how much more autonomous your sales team will become. In this video, I share some powerful questions you could ask that will help your sales team overcome day-to-day challenges and find their own solutions. It wasn’t the first time. I was delivering
How to Apply Solution Focused Coaching That Boosts Sales Read More »
You’ve heard of the elevator sales pitch – the universally stress-inducing scenario where you get in the elevator on the ground floor, someone asks what you do, and you only have 60 seconds to make a good impression before one of you gets out of the elevator. No one talks in elevators, but I’m sure you understand.
How To Craft An Effective Elevator Sales Pitch Read More »
As a salesperson, you know that prospects always have three basic qualifications: a need for your product, the ability to afford your product, and the authority to purchase your product. However, the real tricky part comes in once you’ve successfully qualified them- finding a way to communicate effectively to get what you want. In this
How To Engage Prospects To Win More Deals Read More »
Social Media Fundamentals When I was a top-performing financial services agent, some of the most effective ways of reaching prospective customers included cold-calling, consumer shows, and print advertising. For small business owners and sales professionals today, communication with prospective customers is becoming increasingly difficult as customers become increasingly unreachable. With more and more people spending
Social Media Fundamentals: Part 1 of 2 Read More »
Here’s a startling statistic: When you’re cold-calling, you may have to make an average of eight calls to an organization before you get through to the right person. I don’t know about you, but that doesn’t sound good to me. That’s why people hate cold calls; they’re cold. We must determine how the company and
How To Get Past Gatekeepers: 6 Expert Strategies Read More »
The sales demonstration is a time-proven strategy that strengthens your presentation by attracting the prospect’s attention, stimulating interest, and creating desire. Car salespeople don’t simply talk about features and benefits. They hand you the keys and suggest you take them for a spin. Why? It gives you a temporary feeling of ownership that helps build
How To Plan & Deliver A Compelling Sales Demo That Sells Read More »
If you’re struggling to organize your prospecting information, you probably already know you need a customer relationship management tool (CRM). Perhaps you have one and are still unsure exactly what you’re doing – don’t worry. That’s why we created this guide to the 4 top CRM best practices we swear by. What is a CRM?
4 CRM Best Practices | How To Organize Prospecting Information Read More »
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