When we conduct our sales training, a fast rule we follow is that there are no special skills in closing. In a different article, the Myth of the Perfect Closing Script, I relayed as much. Those closing scripts and closing tips are a part of a different era, a different environment, and different customer culture.Continue reading
Here’s an interesting point I noticed in my trainings. When it comes to objections, salespeople do their best to avoid them. Overall, sales reps are usually looking to find things that are contribution-biased, things that are in their favor. They really hate to bring up objections. So most sales reps don’t even bother asking for objections. Instead, they hope to avoid them, not realizing that anything they’ve bought in their lives they initially objected to or compared and contrasted, weighing out reasons for buying vs reasons against buying.Continue reading
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 kind of mythology built around closing that implies a rarefied skill possessed by only a few elite salespeople.
But, in reality, closers are like pixies or leprechauns – they don’t exist. That’s because there’s no special skill required to close business.Continue reading
This article on sales objections was originally posted on July 8, 2019 by Lance Tyson in SellingPower
We’ve all had experiences when we felt a sale was going pretty well, and we felt the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value.Continue reading
This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower
I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery.
After spending a bit of time in the waiting room, I was led back to another part of the office, where a nurse practitioner asked me a number of questions about my health, took notes on my weight, temperature, and blood pressure and interviewed me about my health history. They gathered lots of information about me in order to help the doctor accurately evaluate my condition.Continue reading
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.Continue reading
In a previous post, we introduced the concept of the Impact Statement and using that tool to focus the opening of your sales call. Remember, as stated before, no one is sitting by the phone waiting for your unsolicited call, and sometimes, not even your scheduled phone call. People are busy. They have things that they need to get done, especially if they are in any kind of decision making capacity. So once you break their preoccupation and get their attention, you have to build their interest. And for that you need an effective Impact Statement to tell your story.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