How to avoid buyer’s remorse in the 11th hour

Few things are more frustrating than having a prospect walk away from a deal in the final stages. So a Ford dealer in State College, PA, developed a way to stop that problem.

Read the rest of this page »

How to replace an embedded competitor

Some salespeople simply walk away when they learn that a prospect has a long-term supplier in place. They accept the idea that they can’t overcome a well-established relationship.

Read the rest of this page »

3 ways Sales can take advantage of LinkedIn updates to close

It’s all systems go for LinkedIn’s new-look company pages. Initially, just a few companies could use them. Now every business can set one up, and they’ve got new features you can utilize to help close visitors.

Read the rest of this page »

Why 33% of buyers aren’t listening to a word you say

Nearly a third of prospects have already decided which salesperson they’re going to do business with long before the official “selection” process begins.  

Read the rest of this page »

8 tips to finding – and converting – qualified prospects

Selling more to existing customers is no longer enough. Successful salespeople make prospecting an essential part of their daily plan. Here are eight prospecting tactics to help you find prospects and convert them into customers:

Read the rest of this page »

Top strategies to overcome buyer reluctance, close more deals

Here are four ways everyday salespeople can connect and communicate with their prospects more effectively, earning their time, respect and, ultimately, their business: 

Read the rest of this page »

The 4 O’s of agility selling

Agility is a way of competing. For the agile salesperson, agility is not something that just happens. It is made to happen.

Read the rest of this page »

The 3 biggest myths about what customers want

Here are the three biggest customer myths in selling today, as well as what every manager can do to help salespeople overcome each of them.  

Read the rest of this page »

7 major changes in closing during tough economic times

While the basic rules of closing remain the same in every economy, there are seven significant changes that have an influence on closing during tough economic times:

Read the rest of this page »

5 of the biggest pitfalls of traditional selling

In traditional selling, a little change in appearance can change a negative into a positive or a positive into a negative. Here are five examples:

Read the rest of this page »

Ways to successfully open – and close – a cold call

The first challenge in opening a cold call is to get prospects past the “I’m not interested,” or “I’m happy with my present supplier” responses. The best way to do that is to get prospects interested enough in your product or service to give you the time you need to make a presentation.

Read the rest of this page »

6 ways to sell your ideas to customers

Here’s a six-step process that may help you sell your ideas to prospects and customers:

Read the rest of this page »

5 emotional triggers that dictate buying decisions

New research reveals the overwhelming majority of buyers are more compelled by what feels right than they are by a side-by-side comparison of features and benefits.  

Read the rest of this page »

Top reasons salespeople lose deals

We like to take the positive approach and give tips on how to close more sales. It can be helpful to review the following seven mistakes salespeople make that account for the most lost sales.

Read the rest of this page »

Diagnose before you prescribe

Many salespeople make this key mistake:

Read the rest of this page »

3 ways to outsell the competition in any economy

Here are three specific ways the selling process has evolved, as well as innovative strategies you can use to trump competitors, motivate reps and achieve breakthrough results:

Read the rest of this page »

2012’s biggest sale busters

There are other trouble spots costing you business that have nothing to do with the economy.

Read the rest of this page »

The 5 best ways to rescue wounded deals

Anyone can close an easy deal, but it takes a real professional to recover when things start to go badly in the close. Maybe a competitor has decided to drastically reduce its price to get the job. Perhaps a new competitor has unexpectedly emerged, or the customer’s budget has dried up. Top closers are able to rescue these wounded deals. Here’s how.

Read the rest of this page »

The reasons rejection rears its ugly head

If your company falls into any of these four traps, it should get ready to deal with rejection — and a lot of it.

Read the rest of this page »

The proper response to prospect questions

When a prospect asks a question, the sales process has reached a crossroads. The way a salesperson responds can move the sale forward or kill it in its tracks.

Read the rest of this page »


advertisement

Stock Quotes

INDUN/A  chartN/A
NASDAQ6629.0532  chart+23.9863
S&P 5002575.21  chart+13.11
MSFT78.81  chart+0.90
GE23.83  chart+0.25
GOOG988.20  chart+3.75
NOVLN/A  chartN/A
1970-01-01 00:00

Whitepapers


advertisement