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Author Archives: John Asher
Small Business Growth Strategies: 5 Reasons to Start an Inbound Marketing Program
Many small businesses have embraced inbound marketing as an effective way to increase their revenue. According to a report by eMarketer, 36% of small businesses are using Search Engine Optimization to grow their businesses and 35% are using social media. However, if roughly 35% of small businesses are using inbound marketing tactics, 65% are not.... read more
How to Ask the Right Questions to Overcome Sales Objections
During sales training, one adjustment that often has to take place in salespeople is to reduce the amount of time spent talking and increase the amount of time spent listening. Through listening, we find out about the prospect and her business, and determine the best way to address her concerns with our offerings. In every sales cycle, however, the comes a time when the salesperson must quickly switch gears and actively do some talking — and one of those times is when the buyer throws out an objection.... read more
Optimize Your Sales Process with Courage
Many hopeful men and women become involved in sales work with visions of closing big deals and earning top dollars. Unfortunately, a large number of them never realize these dreams. It is estimated that the sales profession experiences a 30 percent annual turnover, according to a 2011 Harvard University study of 100,000 business to business salespeople. This represents a massive waste of dollars in both onboarding expenses and opportunity costs as inept salespeople fail to close perfectly viable deals.... read more
Posted in Business Growth, Sales Professionals
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5 Ways to Find the Right Marketing Message for Your Consultative Sales Process
Your marketing message has the potential to make or break your sales campaign. If you don’t have just the right message, you simply won’t reach your prospects in the way they need to be reached. Not only do you need to find the right way to impart your product or service’s benefits, you may also need to fine-tune your marketing message for each prospect.... read more
3 Tips to Overcome Negative Perceptions of Your Company or Product
In sales, external factors are less important to success than the actions performed by a salesperson. Meaning: even in a bad economy, with a high price-point and perhaps even an inferior product to the competition, salespeople can still win if they become extremely competent and knowledgeable about their tools and products. However, one external factor does present a real barrier regardless of the salesperson’s competence — and that is a bad reputation regarding her company or product.... read more
Become A Trusted Advisor by Using a Consultative Sales Process
In examining the various styles of salesmanship, it can be seen that there has been a major shift over the past few decades from the used car salesman or slick stockbroker approach, which can be expressed as “hook ‘em, get the money…and run,” to a more consultative style. This style relies less on overwhelming the prospect with the pitch and more on becoming an expert advisor to the prospect that builds trust in order to win the business. This new approach pays off in many ways, not limited to glowing recommendations and reduced marketing expense as clients are not “churned and burned,” but instead come back for more.... read more
5 Easy Ways to Build Rapport With Your Prospects
Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace.... read more
Research Your Prospects to Improve Your Sales Process
If you are noticing that your sales numbers are lagging, or you just can’t seem to meet your goals, it is vital to take a look at how you are selling and how you are handling your prospects. Thoroughly researching your prospects is a necessary part of sales process improvement. Let’s take a look at a few easy ways that you can find the gold hidden in your prospect list.... read more
Know When to Close: The Importance of the Buyer’s Shift
Sales training often concentrates on the beginning of the sales funnel, stressing activities such as marketing, prospecting and presenting. Some even get as far as drilling on handling objections. Too many salespeople are therefore only competent at finding people to sell and presenting, but cannot “seal the deal” when the moment of truth comes, costing both their commission and the firm’s lifeblood — revenue.... read more
Rank Prospects in Your Consultative Sales Process
New prospects are the lifeblood of your company, but not all prospects are equal. In order to utilize your time wisely, it is vital to set up a ranking system for your prospects and then allocate the time you spend.... read more
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