Customers aren’t interested in buying products or services. Their interest in products or services extends only as far as those things can help fulfill these goals:
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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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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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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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Successful sales calls share the following characteristics:
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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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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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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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When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse.
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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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Confidence is everything in business. Your belief and enthusiasm speaks volumes to prospects and customers. Here are five keys to building confidence.
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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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Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time.
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Salespeople can never know too much about their competition. Knowing competitors inside and out helps sales pros react more quickly and counter rivals’ efforts to steal customers.
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Fishermen love to talk about “the one that got away.” Salespeople don’t.
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Research has identified 11 factors that differentiate high achievers from ordinary sales and marketing folks.
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The new rules of selling require your salespeople to know and master old tactics, but to use them in a different way.
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