Back in 2015 when I ran a call center, my director of technology issued an ominous warning: “You know, hackers are using the same persuasion and influence skills we use to reach top decision makers to gain access to systems they shouldn’t have access to.” He added, “There are conferences where hackers compete to see …
The Human Sales Factor Shows How to Expand your Power to Influence and Persuade Read More »
High-Performance Sales Teams Make the First 7 Seconds Count In the early 1990s, I remember being so excited when pay-per-view had on a Mike Tyson boxing match. It didn’t matter who it was, Iron Mike’s opponent was going to get their ass kicked, usually in the first round. The hype and excitement lasted for weeks, …
Build a Strong Sales Team by Igniting Enthusiasm Equally as important as what we present, how we present ties into credibility and believability of any high-performing sales team. Like it or not, business is like high school on steroids. Prospects are going to judge you on how you look, how you dress, how you present …
Drive Sales Effectiveness by Using Evidence Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order …
Sales managers, here’s something I’ve noticed that may be frustrating you when your new salespeople start their sales negotiations.
Looking for ways to boost the performance of your sales team? Want to give your crew some easy wins? Here’s how you can coach your team in their sales presentation delivery that will have a big impact on their closing rates.
This article on how to close business was originally posted on September 9, 2019 by Lance Tyson in SellingPower For sales professionals, there is perhaps no single word more enshrouded in mystery than “closing.” If you check out the descriptions for sales jobs, you’ll find that companies are always looking to hire closers. There’s a …
How to Close Business in a Complex World: Bring It in for a Landing Read More »
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
Build a Strong Foundation for Opening Your Sales Call With the Sales Impact Statement In a previous post, we introduced the concept of the sales impact statement and on using that tool to focus the opening of your sales call. Remember,
In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales. All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do. We know that most of your potential customers do their research online. And by …
9 More Sales Prospecting Methods to Boost Your Brand and Your Sales Read More »
In a previous post, we looked at a few requirements to move the sale forward. We need to get into the prospect’s mind and answer 5 questions. We must also supply evidence to back up our claims. And we must provide third-party validation to ease the prospect’s concerns.
Presenting Relevant Evidence Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic session, removed all documentation off the table, presented relevant evidence, and focused on the one solution that was going to address my challenge. I emphasize the fact that he removed all documentation off the …
5 Questions You Must Answer When Presenting Relevant Evidence Read More »
As salespeople, we have to use forms of evidence to help convince, persuade, and influence the buyer. Remember, everything from here on out relies on the three elements of our Specific Interest Statement: presenting our solution, referencing the primary interests, and appealing to their buying motive. Now that we have that foundation, we need to …
Quite a few salespeople are think they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration in the sales presentaiton made the difference between a mediocre sales performance and selling excellence. So keep this basic sales concept in the back of your mind when …
Sales Training Exercise – Give Your Sales Presentation Visual Power Read More »
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