On Value, Selling, and the Social Media Sales Revolution By Landy Chase
Although your business card may identify you as a sales person, in the Selling Revolution your job is not so much to “sell” as it is to provide consistent, ongoing value to your customers. You already know that the reason any business exists is to fill needs and solve the problems of its market.
In your traditional role as a sales person, you have accomplished this goal by providing goods and services to your customer based on their needs for what you sell. This is also how customers have traditionally defined the value proposition of a sales person.
Sales Skills: Active Listening By Joe Miller and Matt Dahlstrom
People love to be heard. Everyone has a soap box stashed away, waiting for their moment. That’s why one of the greatest compliments you can give a person is to listen to them. It validates them as a person. So work at giving it to them. It sounds easy, but it’s one of the hardest things we can get people to learn, because all people have their soapbox, including you. Your job is to keep your soapbox stashed away.
Sales Tips: Get In and Get Started Adding Value to Your Sales System By Joanne Black
You’ve heard it all before: Sales experts talk and talk about creating value. If we just create enough value for our clients, they will buy-whatever the price and whatever the economy. What’s new about that?
Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing decisions. So now what?
Offer New Ideas to Woo New Clients …
Sales experts have always talked value. Now we need to put ourselves in our clients’ shoes and become creative. We must get in and get started. Think smart, not big.
The Six P’s to Sales Performance By Bryan Flanagan
Sales Performance is achieved by implementing certain strategies, procedures, and techniques.
In a client-focused approach to selling (i.e., a relationship selling environment) we believe there are certain elements that contribute to your sales success. Listed below is an overview of these elements.
1. Prospecting — identifying the individuals and organizations that have a need for your products and services.
2. Preparation — gathering information to assist you in contacting the prospect. Remember: preparation compensates for a lack of talent.
3. Process — understanding the prospect’s needs, issues and concerns via a step by step sales process.
Build a Referral Program for Long-Term Sales Success By Colleen Francis
Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support.
You stand to gain as well when those satisfied customers tell their friends and colleagues about you. Referrals have a unique capability in that they have the potential to generate new clients for you without you having to seek out those clients first.
Selling Strategies: Dealing With A Sales Slump By Nicki Weiss
We all know about the deadly grip of selling slumps: you have a series of bad days and missed sales; you aren’t coming close to your potential; and you can’t stop worrying about it. In this article we will explore the slump cycle and what you can do to interrupt it.
What is a slump?
Sales Tips: Why Your Customer Doesn’t Like Your Price By Mark Hunter
You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer.
Just as quickly as you think the customer will buy, they say something along the lines of, “I like what you’re offering, but your price is way too much.” Without missing a beat, you begin to shudder at the thought of losing the sale.
Let’s look at why your customer doesn’t like your price.
Sales Strategies: Help – My Sales are Slumping and I don’t Know Why! By Mary Gardner
Have you ever taken a look around your company and wondered what in the heck the other people were doing to bring in so much business to the company? You may feel that you’re on equal ground with the other sales person or people, but for some reason they are way ahead of you in the numbers in sales. What is it? Do they drink a magic potion every morning? Do they have a better territory or do they just have better customers?
Here are some questions to ask yourself to see where the gap is:
Successful Selling in Tough Times By Colleen Francis
Before You Complain about the Economy…
I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I would say about 75% are crying about their poor results blaming the economy.
We see it every day at Engage, with sales rep after sales rep not achieving their goals coming to us for advice on how to sell in a slow market. The first comment I make to all of them is this:
Selling Strategies: Objections are Buying Signals By Robert Terson
My father loved to talk about the subtleties of selling. As a child I looked up to him as a selling god and hungered to soak up his wisdom; I still was listening attentively at 66 when he died.
It was like Michael Corleone having the Don as his consigliere. He sold insurance, sewing machines, garbage disposals, cookware, wigs and other hair goods, and advertising. He was a warhorse and expert on the intricacies of selling.
