Times are changing. Prospects now have instant access to competitive pricing and low-ball offers, which means you need to approach every prospect prepared to defend your offer.
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More than 70% of prospects say they’d be willing to pay as much as 10% more for a product or service if a company …
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In a world where prospects have instant access to online offers, discounts, pricing and customer feedback, these four strategies will help you attract (and win) more buyers:
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Selling to these types of prospects isn’t easy. But it can be done by using these five tactics:
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If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business.
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When the sale is on the line, there are four common pitfalls almost every sales pro has fallen victim to at one time or another.
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“Sell higher, sell more!” is the message sales managers deliver to salespeople today. The logic is clear — get into senior execs’ offices and the opportunity increases to make larger sales and develop strategic alliances.
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Here are four steps sales pros can take to maintain strong relationships with their existing buyers and avoid losing them to aggressive competitors:
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Research has shown customers tend to go through four distinct phases when making a purchasing decision. And only three occur before the purchase.
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The difference between a good presentation and a great one is whether it creates the type of urgency that compels a prospect to buy now.
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Successful sales calls share the following characteristics:
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Prospects who told your salespeople “no” yesterday could be ready to buy today. Remind your salespeople that every “no” is valuable when approached the right way.
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The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers.
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Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates:
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Some questions uncover hidden objections and place your people in a better position to close. Other questions do nothing to help, and the information they uncover may muddy, delay or even kill the sale.
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For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes.
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More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses:
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Here are three steps that can be done before, during and at the end of each call that will help you increase your closing ratio, courtesy of sales trainer and author Bill Farber.
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Selling via the web is like speed dating – if you don’t make an instant connection, prospects will more than likely move on to someone else.
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Communicating effectively with different types of prospects is a continuing challenge. But understanding these four basic personality types will help boost results.
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