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:
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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.
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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.”
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Taking the fear factor out of price
Prospects can sense when salespeople are uneasy and become defensive when discussing price.
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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.
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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:
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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.
A more effective sales proposal in 5 steps
Here are some guidelines for writing your proposal:
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2012′s biggest sale busters
There are other trouble spots costing you business that have nothing to do with the economy.
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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.
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.
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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.
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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:
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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.
4 ways to capture new customers
Here are four ideas that’ll help your salespeople generate new business:
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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.
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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.
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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:
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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:
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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?
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