Here’s a revelation about the sales process from our Director of Technology, followed by a few ideas on leveraging the power of rapport and becoming a valuable asset.Continue reading
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them.
The same can be said for opening a sales call. If you want to to be effective when opening a sales call, you need to drop the old-school behaviors that some organizations are still teaching. Here are two examples of behaviors you need to stop right now when opening a sales call.Continue reading
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019.
Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell?
In all of my training sessions and sales activity over the years, here’s something I’ve noticed:
Most companies are product and service heavy, but sales process poor. If you look at the typical training programs a company puts its people through, you’ll see a lot of attention given to product and service education, product positioning, etc. A lot less attention will be given to the actual sales process, which involves organization skills, communication skills, and prospecting techniques, to name a few.Continue reading
Here’s a question about sales objections I encountered a lot when we did lead generation work:
I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”
One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us.Continue reading
When you’re in the field, your sales activity requires the use of various communication elements, like the verbal cushion. To be effective in sales, you need to know how to communicate with your prospect. However, you also need to be adept at using the various communication elements at your disposal.Continue reading
Back in 2016, I penned an article for SellingPower that addressed selling and opening the sales call in the new digital era where we are inundated with apps, devices, and instant price comparison.Continue reading
Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes!
When Prospecting, Don’t Create a Single Point of Failure
My director of technology once told me about an experience he had in the early creation days of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.Continue reading
This post on cold calling was originally published on Dec 19, 2016 and updated on June 19, 2019.
I was reading a blog post put out by another sales trainer titled “7 Ways to Make Cold Calling Easier”. It got me wondering, where do these tips come from? Were these ideas formulated by this trainer or were his insights rehashed from basic advice you can find anywhere? Was his advice based on empirical data, or was it based on opinions from his experiences in sales? And at that moment, I had an epiphany. This wasn’t the first time I came across a basic ‘tips to cold calling’ post. And it wasn’t the first time I was turned off by an article like this.Continue reading