Times are changing. Prospects now have instant access to competitive pricing and low-ball offers, which means you need to approach every prospect prepared to defend your offer.
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More than 70% of prospects say they’d be willing to pay as much as 10% more for a product or service if a company …
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Satisfied customers are not loyal customers. They shop around. They may like you, but not enough to resist the temptations of competitors. Therefore, the real emphasis must be on building loyalty, not satisfaction.
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In a world where prospects have instant access to online offers, discounts, pricing and customer feedback, these four strategies will help you attract (and win) more buyers:
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If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business.
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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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“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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Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem.
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The difference between a good presentation and a great one is whether it creates the type of urgency that compels a prospect to buy now.
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Prospects who told your salespeople “no” yesterday could be ready to buy today. Remind your salespeople that every “no” is valuable when approached the right way.
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The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with prospects, they can’t win new business.
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The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers.
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The Harvard Business Review recently published its list of the 10 fatal flaws that derail business leaders. While some may seem obvious, the study revealed something else about ineffective leaders that may surprise you.
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Incentive Magazine recently published the results of its 2010 Sales IQ report, which reveals the latest trends in motivation and incentives.
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There are tons of eager job candidates out there these days. Here are five ways to ensure you’re really hiring the best person for your next Sales opening:
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Some questions uncover hidden objections and place your people in a better position to close. Other questions do nothing to help, and the information they uncover may muddy, delay or even kill the sale.
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Three studies conducted over the past two years reveal why “Made in the U.S.A.” is making a huge comeback.
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When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse.
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For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes.
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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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