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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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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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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Here are four steps sales pros can take to maintain strong relationships with their existing buyers and avoid losing them to aggressive competitors:
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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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Most sales and marketing pros are news junkies. But lately, it may be better to tune the news out.
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Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates:
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More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses:
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The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how?
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Studies show the best salespeople do one thing that their less successful colleagues have yet to figure out:
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These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue:
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Customers are feeling pressure to get more done with less. That can be a good thing — for you.
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Today, quality of service has become so essential that those who lead the way in service excellence have a powerful competitive advantage.
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Competition is tight, budgets are tighter. In order for salespeople to maintain their edge, they need to differentiate what they personally bring to the table.
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Here are 13 secrets to delivering killer sales presentations that are worth passing on to your salespeople.
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Customers are naturally drawn to the business that offers them the lowest price. So how can you expect to compete against a price-cutter — without slashing your own profit margin?
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The following mistakes are to blame for losing the most sales.
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