Overcome price concerns: 3 top tips

Today, price is the major bargaining chip most prospects reach for first. With that in mind, here’s how to counter when prospects push you on price:

Read the rest of this page »

The art of closing the hard and soft sell: Keys to success

In selling, as in martial arts, there are times when being aggressive is the only way to close the deal. But in selling, our customers are not our enemies. Both parties should come out stronger in the end.

Read the rest of this page »

Using fear to help persuade — and sell top prospects

In his inaugural presidential address, Franklin Delano Roosevelt told a nation in the depths of a terrible depression that “all we have to fear is fear itself.”

Read the rest of this page »

Taking the fear factor out of price

Prospects can sense when salespeople are uneasy and become defensive when discussing price.

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 »

5 ways to establish more profitable sales relationships

Establishing successful sales relationships take trust and open dialogue. Here are tips that will help you establish both:

Read the rest of this page »

3 ways to turn objections into sales

Because prospects are pressed to do more with less, they’re more determined than ever to get good value for their purchases. And to make the best purchasing decisions, they may ask more questions and raise more objections. When that happens, salespeople can turn the situation to their advantage.

Read the rest of this page »

A more effective sales proposal in 5 steps

Here are some guidelines for writing your proposal:

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 »

Selling to 3 most difficult types of customers

If you can crack these three tough nuts, you’ll be a step ahead of the competitors who probably gave up long ago.

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 »

Turning rejection into motivation: 3 tips

Some salespeople don’t handle rejection well, according to customer surveys that show almost half of all salespeople disappear after the first objection is raised.

Read the rest of this page »

9 ways to turn off prospects immediately

Here’s a checklist of nine behaviors that contribute to losing prospects instead of converting them into customers:

Read the rest of this page »

10 ways to overcome price objections

 If your customers and potential customers can’t explain why your products or services are different from the competition, they’ll naturally fall prey to price-cutters.

Read the rest of this page »

4 ways to capture new customers

Here are four ideas that’ll help your salespeople generate new business:

Read the rest of this page »

10 tips to improve listening skills

It’s possible for a person to talk too much, but it’s rarely possible to listen too much. When you are an excellent listener, prospects and customers feel comfortable and secure with you – and they buy more readily and more often.

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 »

Your best responses when prospects mention the competition

What should your salespeople do if a prospect brings up the competition? Here are four good tips to share with them:

Read the rest of this page »

12 questions to ask before meeting with senior-level prospects

Here are 12 questions a salesperson should try to answer before meeting with a senior-level prospect for the first time:

Read the rest of this page »

The 5 best ways to get past telephone screeners

A recent survey asked telephone gatekeepers how they determined who gets through to their bosses – the decision makers. The top answer?

Read the rest of this page »


advertisement

Stock Quotes

INDUN/A  chartN/A
NASDAQ6265.2495  chart+28.5645
S&P 5002438.30  chart+3.80
MSFT71.21  chart+0.95
INTC34.19  chart-0.17
GOOG965.59  chart+8.50
NOVLN/A  chartN/A
1970-01-01 00:00

Whitepapers


advertisement