Over 1,000 tips and techniques
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One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s…
You are all ready to go. You have all of your leads for the day prepared and lined up in front of you. You have all of your rebuttals ready, and you have rehearsed your main talking points. You are…
What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had…
You know the feeling. It seems that after all of the training, the teaching, the sales contests, rewards and prize money; still there are too many on your sales team who routinely turn in lacklustre performances and barley survive. Sales…
Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with…
Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. When we…
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list,…
It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts…
Many salespeople and sales managers that I meet and work with are really excellent at their job. They accentuate the positive nature of what they do, and create reasons for clients to not only do business with them in the…
Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually easier than you might think. Especially…
It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to be interested in what you’re saying, and you…
I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’,…
