5 things every prospect expects salespeople to know
You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions:
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Why salespeople should be comfortable with being uncomfortable
With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why?
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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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Superstar or slouch? Study reveals what sets top salespeople apart
New research has uncovered the one trait most sales superstars share — and several others that differentiate the top producers from the bottom feeders.
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A better way to start sales calls
One costly mistake too many salespeople make today:
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Conversation topics that kill sales: Pass this list on to your newbies
Business today revolves around building long-term relationships with customers. So it can be devastating to watch a good, profitable customer slip away because of something a salesperson said.
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Are your salespeople aware of this major customer focus?
A clear shift is taking place with what prospects are thinking.
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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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What customers are thinking that’ll help you close
Understanding how customers think gives salespeople a big edge in closing. It’s not easy, but it can be done.
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Can your salespeople answer every question on this pre-sales call checklist?
Before your people make a sales call, they need to prepare by quickly running down this checklist.
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9 strategies driving more sales in the recession
Despite these uncertain times, many salespeople are flourishing — and recent studies have identified the nine strategies top salespeople are using to ensure they stay on top.
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The No. 1 secret to sales success
The one quality all successful salespeople have is the ability to …
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3 reasons Warren Buffett thrives in a down economy
Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway’s 2009 shareholder’s meeting:
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20-Minute Sales Meeting: What today’s customers expect
Knowing what customers want and expect may be the most important keys to successful selling in this tough market.
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Ways to spin complaints into opportunities
How your salespeople handle it when customers complain will determine whether those customers remain loyal or switch to competitors.
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Selling up the ladder: Crucial tips to close the CEO
Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies.
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The No. 1 reason customers stay or leave
Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company.
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3 no-cost ways to keep people driven to boost revenue
The key to any good incentive isn’t what it costs, but how it impacts performance. With that in mind, here are three incentives that boost motivation without breaking the budget:
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Getting past the gatekeeper: 2 strategies that work
The best sales techniques are useless if your people can’t get through to the decision maker. Today’s buyers are busier than ever, raising the importance of the gatekeepers who stand in the way of the prospect and the sale.
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