April 18, 2012
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
April 12, 2012
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
April 9, 2012
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
April 5, 2012
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
April 2, 2012
The sales process involves many steps, from quantifying and qualifying leads, to building a relationship with your prospects and determining their needs. Once these things are accomplished, the final step of the process, making the sale, will hopefully occur. But what can you do for sales process improvement within your organization?... read more
March 29, 2012
Success in sales is largely determined by the actions taken on a daily basis, and these in turn derive from a blend of the salesperson’s knowledge and attitude. Basic attitude directs how situations are approached and is probably the single largest factor in whether a salesperson does the effective thing or sits idly by while business goes to the competition.... read more
March 25, 2012
Account servicing might be looked at as simply a time consuming, unproductive activity by both salespeople and their managers, unless a major fire has to be put out to prevent an account from being lost. After all — as most top sales trainers teach — the top money making activity is actively selling, not doing administrative work. With a shift in approach, however, account servicing can be quite rewarding as far as generating more leads and business.... read more
March 21, 2012
A 2011 survey of 80,000 business customers performed by H.R. Chally Group indicates that the most important factor in choosing a vendor for their purchasing solutions is the salesperson’s competence. This tops the suitability of the offering, product quality, and price, and indicates that any sales process improvement is very worthwhile. Research reveals, however, that a sizeable majority of companies lack a standardized sales process and methodology—one of the biggest contributors in the success of a salesperson.... read more
March 15, 2012
The term “consultative sales process” frequently gets bandied about without much understanding. A salesperson, especially a rookie, might tend to assume that it means to simply adopt some professional-type mannerism and tell the prospect that, as their consultant, they recommend such-and-such product. While adopting an air of authority and professionalism does not hurt, the backbone of the consultative sales process is to shift focus from the product and “the pitch” over to the prospect.... read more
March 12, 2012
One of the basic truisms used in training sales people to develop a consultative sales process is “sell people how they wish to be sold, rather than the way you want to sell them.” This requires, for some, a dramatic shift in how they view the sales cycle and, even more fundamentally, how they communicate with people in general. The biggest skill most salespeople need to develop to truly excel in this type of selling is simply the ability to listen.... read more
February 29, 2012
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February 24, 2012
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February 21, 2012
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February 14, 2012
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February 7, 2012
Do you need to cut costs and want to potentially improve your sales process? Using an outside sales force could be the answer. While many companies hire and train their own sales people, there are benefits to relinquishing a little bit of control, and bringing in manufacturer’s representatives to do the sales work for you.... read more
February 6, 2012
You’ve identified a prospect and are ready to begin your sales process. You have great product knowledge, you have information about the prospect’s needs, you may have even begun to formulate your opening pitch. But what happens if your style of communication, or area of focus doesn’t sit well with your contact? Psychology may not have been part of your sales training, but being able to make an assessment of personality types can help you to avoid making a negative first impression.... read more
January 30, 2012
January 27, 2012
January 25, 2012
January 18, 2012
Be prepared. This may sound like a well-known Boy Scout motto, but it is also a phrase any good sales organization should exercise. Following a well-thought-out sales process is the key to achieving your goals.... read more
January 13, 2012
Capturing new business is essential to your company’s success, but it can be challenging and often companies are not well prepared for effectively taking action. Does your sales process support your goals when it comes to bringing in fresh prospects?... read more
January 11, 2012
Where does most of your business come from? Reports show that referrals top the chart when it comes to gaining initial contact with a prospect. Proper sales training can help you to not only get those referrals, but to follow up on those leads for increased retention.... read more
January 9, 2012
Achieving success with a sale is a great feeling, so wouldn’t you want to experience it over and over again? Knowing what to work on, and what your customer needs on a continuing basis requires exploration. For this kind of sales process improvement, seeking customer feedback is an effective means to staying on top.... read more
January 5, 2012
Achieving success with a sale is a great feeling, so wouldn’t you want to experience it over and over again? Knowing what to work on, and what your customer needs on a continuing basis requires exploration. For this kind of sales process improvement, seeking customer feedback is an effective means to staying on top.... read more
Part of good customer service is to respond well to any complaints. Solving problems is one of the key sales process steps. Fix problems immediately, and customers are more likely to want to conduct business with you again.... read more
December 26, 2011
There are many positive opportunities along the way. Effective sales process management can put you in the position to keep customers happy, solve problems, and possibly even generate new business. It can be challenging to respond appropriately to your customers, though, if you aren’t in line with how they are thinking, and with their needs. Remember, customer loyalty can be fragile, even fleeting if you don’t pay attention.... read more
December 22, 2011
It’s simple… much like it works for personal relationships, nurturing those that are special requires a small effort, but can yield great results. So consider ways you can nurture your top customer relationships for better sales optimization. The courtship is over, you’ve made the sale, and now you are engaging in an ongoing interaction with the client. The focus should now be on making them feel special. However, unlike a personal relationship, the time calls for an integrated team effort.... read more
December 19, 2011
It happens. But does your sales training prepare you for possible disappointment? Prospects waiver, begin to feel buyers remorse, or decide they are not going to engage with your company. Don’t let these scenarios lead you to cave in. There are things you can do to salvage your efforts, or to even create future prospects.... read more
December 15, 2011
You’ve put in the work and followed your sales process diligently. The seeds of a potential sale have been sown by establishing contact, making a connection, and helping the prospect understand your offerings. But when do you know if all the effort may not bear good fruit? There are, unfortunately, times when you need to simply call it off. While it’s hard to imagine not pushing for a close, or wrapping up the process, a red flag buyer could eventually be more grief than the sale is worth.
There are ten signs you need to look for in a potential buyer relationship that could signal trouble. Ask yourself honestly, “are any of these issues present”?... read more
November 22, 2011
You’ve recognized the buyer’s shift and you’re at the closing point…. now what? Remember that closing is simply helping the prospect make a decision. The progression of ideas that both you and your prospect have shared has lead to this moment. Make sure to handle this portion of the sale with the utmost amount of sympathy, knowing that making a decision is always a bit scary. Decision-making induces a lot of fear and it’s a big step, so show the buyer that you acknowledge the big step they are making. ... read more
October 31, 2011
Once you have recognized the buyer’s shift, you are ready to push forward. There are many techniques out there that individuals have employed for past years. I can tell you that while every technique is a good move, the simple “ask for business” strategy will earn you the most success. Prospects expect to be asked for businesses, so don’t disappoint them! ... read more
October 22, 2011
It’s the magic phrase that is on every salesperson’s mind: “close the sale”. There are many steps to closing the sale, and you must be aware of each. Recognizing the buyer’s shift will put you one step closer to landing that sale. ... read more
October 10, 2011
A prospective client can read about all of your services, read your blog, meet with your salespeople, but will still not have a 100% idea of what you can offer. A great way for people to really get a feel for your business is through a testimonial letter. What better way to get a feel for what their experience will look like with you than through a personalized testament? ... read more
September 23, 2011
An ROI analysis is the “why buy at all” segment that is of high significance when relating to the buyer. It is a strategic, honest way of giving the buyer a glimpse at how you can bring them success.... read more
September 6, 2011
As a salesperson, it’s of paramount importance to know your company’s key discriminators. If you can define these succinctly and honestly, you’re in a good position to answer two pivotal sales questions – why should the buyer choose you? And, what sets you apart from the competition?... read more
August 26, 2011
One of the most successful marketing messages that your company can utilize is the “done it before” approach. This message has been developed over the years by top marketers and is successful because it allows you to honestly differentiate yourself from the competition, while answering logistical questions.... read more
August 15, 2011
In the corporate world, we are constantly thinking about image. We analyze how are perceived by others, both negatively and positively. As forward thinkers, our culture tends to highlight the positive perceptions and push the negative under the rug. I can tell you that if you sincerely care about your image as a whole, sweeping disapproving remarks under the rug is your first mistake. Negative perceptions of your company are a “speed bump” that cannot be overcome by ignoring them.... read more
July 26, 2011
After reviewing over 15 branded sales methodologies, we found that in the spectrum of sales training methodologies, the training is oriented from transactional sales (very short sales cycle times) to very complex sales with long sales cycle times (years). According to one methodology, you can teach anyone to sell. Perhaps true, but how well?... read more
July 17, 2011
When we hear the beginnings of an objection, our first instinct is to feel rejected. We feel that objection equates to negativity. We shut off and assume the buyer is uninterested. But what if we started to look at objection as a pathway to refining. What if we looked at objection as constructive criticism?... read more
June 23, 2011
Now that you’ve acknowledged a salesperson’s two biggest fears (product knowledge and rejection), it’s time to think about what types of fears your buyer has. Believe it or not, you’re not the only one that is anxious about the ordeal. In fact, the buyer’s biggest fear is that they don’t fully understand the value of your offering.... read more
June 16, 2011
Let’s be honest, being a salesperson isn’t easy. There are many attributes that come with the career that can lead to fear. The two biggest fears of a salesperson are product knowledge and rejection. Here are a few tips to help you overcome those fears and get you saddled up to do your best.... read more
June 13, 2011
Even though it may seem like the conversation between you and your buyer is an equal give-and-take, you’re probably talking too much. Start using your ears and you’ll see results like you’ve never seen. Take it straight from the buyer: according to Amacon, 95% of buyers think you talk too much. But there’s still hope! 74% of buyers said they would be much more likely to buy if you simply listen to them.... read more
June 3, 2011
We do it everyday. We engage in conversation and inevitably ask questions to understand the other individual.... read more
May 24, 2011
The next time you’re in the process of a sale – ask yourself, “What am I really selling?”... read more
May 12, 2011
Sure, you make your sales quota every month. You are pretty well educated in your field and an expert in related fields. But what distinguishes you from the top salespeople? The top salespeople are trusted by the buyer to help advise them on any questions they may have. A customer knows that a top salesperson always has their best interest at heart and feels comfortable asking for solutions in non-related fields. The trusted advisor cares about the buyer and not just about the sale.... read more
May 3, 2011
Meryl Streep was probably (arguably) born a very talented woman. But it is her focus and mindset that pushed her to be one of today’s leading ladies. The same goes for a stellar salesperson. You can be naturally gifted and have a way with talking to people, but you must be in the correct mindset to really make the sale.
For top salespeople, it’s not just about the goal but also about the process. Oftentimes, the biggest reward for a salesperson is knowing that they really took the time to understand the buyer’s needs and developed a firm relationship.... read more
April 29, 2011
To generate new clients and retain your existing ones, there is an essential need to connect. There are many tips for building rapport but they must all be grounded in a very real and authentic desire to build trust. People can smell genuineness from a mile away, so there’s no real “faking it” in this game. The purpose of building rapport is to simply make friends and build trust. In fact, 90% of buyers must feel comfortable with you first.... read more
April 21, 2011
When working with a potential buyer, many tools and tips are racing across our minds. From how to shake their hand all the way down to how present your services, we are full with an overwhelming list. These lists are very helpful and work efficiently but it is important to not become overwhelmed with what you should be doing and completely forget about how you are actually being received.... read more
April 1, 2011
You never get a second chance to make a first impression... read more
March 28, 2011
Just like a soft handshake, a poor opening statement can negatively color the rest of a critical conversation with your buyer. With new buyer conversations being a delicate line to walk, why not do everything you can to start it off right? Placing a lot of gravity on your opening statement will train you to keep your buyer’s attention and eventually lead to promising opportunities.... read more
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