Increase Sales Performance Metrics by Appealing to What the Buyer Wants Do you turn your selling game on and off like a light switch? Or do you use it outside the office, too? Guess what? You’re not alone. We all sell. Every one of us. Sometimes it’s our product or service. Sometimes it’s ourselves.
One thing you have to remember when you’re standing in front of your prospect is that they perceive everything you say as suspect. After all, you are the salesperson. You’re supposed to say good things about your product or service. That’s why we coach our clients to answer one of the critical questions in their …
Sales Training Exercise – Building Powerful Sales Testimonials Read More »
In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects. Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one …
Bridging the Gap: Asking Questions to Drive Your Prospects Interest Read More »
Personal Branding Online Can Make A Difference Here’s something I overheard one of my inside salespeople say when we ran a call center: “My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.” The internet gives us an …
6 Personal Branding Ideas To Boost Your Prospecting Read More »
When thinking about Black Friday, your mind probably wanders to long retail lines and slashed prices on consumer goods and services. Not Business to Business sales. But there is a lot we can learn in professional sales from watching the trends we see with consumers and the way retailers are adapting.
When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the …
7 Personality Traits of a Successful Salesperson Read More »
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