The 5 toughest types of prospects — and how to close them all
Selling to these types of prospects isn’t easy. But it can be done by using these five tactics:
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Overcoming 4 common presentation pitfalls
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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Have your salespeople earned the right to sell to the top?
“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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Seal the deal: 4-phase approach gets it done
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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20-Minute Sales Meeting: Selling to multiple decision makers
When you’re speaking in front of multiple prospects at once, you’re going to have to modify your sales presentation to take the group dynamics into account.
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The No. 1 skill of exceptional salespeople
Studies show the best salespeople do one thing that their less successful colleagues have yet to figure out:
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Make your next sales call a success in 3 steps
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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Understand these 4 prospects and watch sales grow
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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5 essentials in marketing messages & sales proposals
When done properly, marketing and sales communications eliminate any and all doubts prospects have. But before a message can accomplish that, it must contain these five ingredients.
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Cold calling: 7 ways to avoid the brush-off
Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them:
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20-Minute Sales Meeting: Making the correct first impression on sales calls
Some things in selling are crystal clear. One of them is that prospects will not buy unless a salesperson gets their attention in the first few moments of a sales call.
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11 telltale signs of bush league salespeople
Pro ball players who continually make mistakes are demoted to teams in the minor leagues. These players are called “bush leaguers.” Sales also has its share of bush leaguers, who constantly make the following mistakes:
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4 ways to position yourself as an invaluable resource prospects want to buy from
Competition is tight, budgets are tighter. In order for salespeople to maintain their edge, they need to differentiate what they personally bring to the table.
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Sales meeting materials: 10 essential rules of selling
Despite all of the technological advances in recent years, the basic rules of selling remain the same. And it’s a good idea to constantly remind your salespeople what they are.
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Training tune-up: The 5 biggest pitfalls of traditional selling
Often times, knowing what not to do is as important as knowing what to do when meeting with prospects. Here’s a quick refresher for your sales folks on the top five sales killers to avoid when speaking to potential buyers.
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13 secrets of successful presentations
Here are 13 secrets to delivering killer sales presentations that are worth passing on to your salespeople.
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Reach out to this crowd and boost business
Conventional wisdom has always been: The fewer people involved in the selling process, the smoother it’ll run. But not anymore.
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A big reason in-person presentations are the way to go
Technology has been a lifesaver for Sales & Marketing pros — but when it comes to crunch time, buyers want to see you and hear your proposal. Here’s proof:
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20-Minute Sales Meeting: Overcoming rejection
Regardless of their industry, salespeople are likely to be rejected more often than they are accepted. The key to success is the ability to let rejection roll off their backs and keep marching on.
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Save sales when prospects get cold feet: Here’s how
How do you know when a prospect is trying to walk away — and how can you bring the person back?
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