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Before we do a deep dive into the world of negotiation skills, let me first ask you a quick question; Do you remember when you were a kid and you wanted to stay over at a friend’s house? You may…
In my opinion, coaching is one of the best ways to tap into the potential of your team members. If you have coached teams or individuals before, you’ll know the value of devoting time and effort to improving someone’s performance…
THE IMPORTANCE OF… Sales Questions The quality of the sales questions that you ask your prospects and customers will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions…
What is a sales funnel? In a nutshell a sales funnel are the stages that a prospective new customer needs to progress through in order to become one of your customers. I have seen some very complex funnels over the…
Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could sell every time on the first meeting… Hello! Come back to reality now! It’s a dream. Sales follow up…
Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of…
You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though…
Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to…
How do you get prospects to return your sales calls? Of course, it seems impossible to get a return call from leaving a voicemail message. However, sales people also have problems getting calls returned from warm calls, or referrals given…
We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just as…
Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the…
More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams. The question that arises though is how do you compensate this inside sales team? I can tell you that…
