Snagging appointments with elusive prospects: What you need to do now

Every salesperson runs into a situation where he or she has the right product or service but can’t get an appointment. Here are four tips that will help you get in front of a difficult-to-see prospect:

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Solution selling or feature selling? Which is better — and why

Selling a solution to a common problem is much more effective than selling a feature. That’s why effective salespeople position themselves as problem-solvers. They sell solutions, not features, and not benefits.

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5 steps to take the fear factor out of price

Prospects can sense when salespeople are uneasy discussing price, and they turn into price grinders.  Seeing a salesperson hesitating when price comes up may give prospects a leg up in negotiation.

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5 secrets of likable salespeople

While there’s no magic potion to make you popular with prospects and customers, you can sharpen your natural ability to connect with other people. These tips can help:

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Characteristics of sales losers and winners

What separates losers from winners? Here’s a list.

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The proven sales training resource best-in-class companies swear by

What is “cultural transmission,” and why should it be at the core of your sales training program? 

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Meeting ice-breaker: The most valuable lesson in business

This old sales joke is a perfect ice-breaker for department meetings, or even one-on-one lunches: 

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Develop a competitive advantage: 4 ways

It’s no longer enough for your salespeople to tell prospects you offer better service or quality than your competitors. Prospects want to hear specifics about why you’re better.

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A more effective sales proposal in 5 steps

Here are some guidelines for writing your proposal:

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6 steps past the gatekeeper

Gatekeepers are probably the No. 1 source of insomnia among sales professionals.

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No pain, no gain: Thoughts to keep your staff motivated

Selling has a lot to do with your ability to be comfortable with being uncomfortable. Making cold calls or continuing to push yourself when things aren’t going right can be difficult.

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And the No. 1 sales skill is …

The best salespeople in the world have mastered this skill:

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6 assumptions that lead to stalls

Learning how sales get stalled is just as important as learning how to make more sales. Here are six assumptions that destroy sales:

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Keys to producing high-octane meetings that generate sales, productivity

The negative effects of bad meetings on employee satisfaction, team productivity and performance far outweigh the positive impact of good sessions. 

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Top 7 reasons salespeople lose deals

We like to take the positive approach and provide ideas on how to close more sales. And to do that it can be helpful to review the top mistakes salespeople make that account for most lost sales.

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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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The 4 leading reasons why cold calls fail

If your salespeople are not making successful cold calls, one or more of the following obstacles may be standing in their way. 

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When a key customer contact is displaced: 4 steps you should take

In these days of transitions and mergers, it’s not unusual for a key customer to be replaced at his/her company. But a change in customers doesn’t have to mean a lost account.

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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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4 ways top salespeople turn rejection into success

Here are four ways top salespeople turn short-term failures into long-term successes, without allowing occasional setbacks to get them down: 

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