Sales Tips: Seven Steps to Selling MORE! By Ryan C. Lowe
Are you a salesperson who’s frustrated each month trying to reach sale quotas? Do you worry that a career in sales might not be a good fit for you? Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is difficult. However, once we take out some of the complications you’ll be able to sell more, and hopefully, enjoy doing so.
Top 10 Characteristics of Successful Sales Professionals By Bob Urichuck
Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals?
To a salesperson, it could be a major client acquisition, qualifying for an incentive, making a predetermined annual income or commission, being recognized at the annual sales conference as salesperson or team player of the year, or simply meeting quota and maintaining a job.
Each of us has different desires. The key is to determine what your desires are in sales and make it a goal to accomplish them. Success is the realization of a worthy goal or desire.
Sales Negotiation Strategy: How Assumptions Work Against Us and For Us Too By Jim Camp
In negotiations, assumptions as just as dangerous as uncontrolled emotions and positive or negative expectations. Assumptions can work against us because most of us come to believe that we’re pretty good at reading other people, at understanding what they’re really feeling and thinking. But they can also work for us if we can get the other party making assumptions about us.
How Assumptions Hurt Our Advantage
Negotiators, in particular, tend to pride themselves on their people skills. Often, before a negotiation, we hear someone make an assumption such as:
“I know what they’ll do if we make that offer.”
Why Are the Best Sales Producers the Best? By Mark Bowser
It is not an accident that the top producers in the world of selling are at the top. It is also true that there are no born sales champions. Yes, some people have more talent then others. But, success in selling comes down to some basic fundamentals. Fundamentals, if taken action on consistently will lead to success.
Mark Twain and Selling Success By Mark Bowser
I came across an interesting quote the other day from Mark Twain. At first, it seemed just humorous. As I began to ponder it though, I realized it was filled with depths of perspective for the world of selling. Mr. Twain said, “I was gratified to be able to answer promptly, and I did. I said I didn’t know.”
Moving From Rejection to Motivation By Andrea Waltz
Let’s start with a little quiz. When it comes to rejection, are you the type of seller that…
A. Suffers through it, though unhappily
B. Deals with it well enough
C. Hates it, you’ve about had it
D. Never lets it “get” to you
Selling to Technical People – How well do you work with Engineers? By Babette Ten Haken
It’s well known that engineers are conservative, risk-averse, overly cautious and extremely rational. So what’s wrong with that? Unless you both don’t have the patience to communicate with each other. Yes, communicate.
If you are in a position of selling to engineering-intensive companies, or working with a sales engineer to close a sale, it’s imperative that you take the time to understand how to communicate with technical professionals. And it’s more than rattling off a bunch of techie-sounding sales spiel.
The 4 Obstacles to Closing Sales By Brian Tracy
Did you know that there are 4 common obstacles that salespeople face when closing sales? There are several other reasons why the end game of selling is stressful and difficult, but here are a few that are most common.
Fear of Failure…
There are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned to be suspicious, skeptical and wary of salespeople and sales approaches. They may like to buy, but they don’t like to be sold. They are afraid of making a mistake. They are afraid of paying too much and finding it for sale cheaper somewhere else.
Sales Tips: Never Ask a Prospect These Questions By Andrew Sobel
You finally got the meeting you sought with a top executive at a prospective client. You prepare well for the session, researching the company and the individual you’re meeting with. After the small talk dies down, you ask your “killer” question:
“I’d like to get a better understanding of your issues. So, what keeps you up at night?”
Terrible question. Awful. Clichéd. One of my clients, the CIO of a large bank, told me that he kicks people out of his office when they pull out that question.
Selling Strategies: Develop the Habit of Going the Extra Mile By John Boe
There are only two ways to beat the competition; lower your price or increase the quality and quantity of service you provide to your customers. Customers who buy from you because of a low price are not loyal and will jump ship when your competition offers them a lower price.
One of the biggest reasons most salespeople fail to succeed is because they view customer service requests as unpaid, administrative burdens rather than golden opportunities. By going the extra mile, you will stand out from the crowd because most salespeople are unwilling to even go the first mile let alone the extra mile.
