Do your people know about these 7 sales killers?
Learning what kills potential sales is just as important as knowing how to close deals.
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Leading reasons your salespeople may be struggling to close
Why do some salespeople who are competent, professional and knowledgeable have so much trouble closing? Here are four reasons:
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6 tips for negotiating in a tough economy
Is it better to be a tough negotiator or take a softer stance during down economic times? Answer: There are times to be tough and times to soften it up.
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9 key differences between a sales rep and a ‘trusted advisor’
In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones:
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20-minute Sales Meeting: Building trust
Many think a sale is closed when the customer signs on the dotted line. It isn’t.
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The TBOP process: Use it to close more sales
The TBOP process sets up the sales presentation. It creates the foundation of the sales call and allows your salespeople to proceed with an effective and relevant dialogue.
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First meetings: Keeping the upper hand with prospects
Even the best sales and marketing pros can run into problems when it comes to first meetings with prospects. But there are ways to reduce the chances that problems will crop up.
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6 qualities that separate good salespeople from great ones
There’s a difference between a good salesperson and one who gets to the top rung. What separates the star performer has little to do with selling technique, product or company status.
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4 strategies that establish trust in negotiations
Trust in a negotiation is like lubricant in a car engine: things go a lot smoother when it’s present. So how can your salespeople repair trust once a customer thinks it’s been broken?
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Amazon v. Wal-Mart: The strategy behind a billion-dollar price war
Just how far will Wal-Mart and Amazon go to prove price is king in an emerging online marketplace?
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5 keys to an effective proposal
Here are five ways salespeople can boost the effectiveness of their sales proposals and bring in more revenue:
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Top 7 barriers to effective listening
Only one in 10 purchasing agents feels that salespeople really listen to them during sales presentations, according to a recent survey by the National Association of Purchasing Agents.
What causes salespeople not to listen when prospects try to communicate critical info that may make the difference between a sale and a stall?
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Change-Centric selling: Keys to profitable customer relationships
As the economy turns around and your salespeople regain their footing, companies will go through radical transformations. To succeed, your salespeople must not only adapt to change, they must lead change.
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