Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Sales Training: Unconventional Ways to Think about Sales and Improve Returns

When your sales team hits a slump, a shift in your sales strategy can be just the thing to reinvigorate clients and team members. By looking at sales in an unconventional way, you can incorporate new, innovative ideas that boost profits and engage salespeople.

Many sales professionals use the same sales strategy year after year. According to a recent Reuters story, recent data suggests that the US economy has a lack of momentum, which often impacts sales. In a tough economic environment, traditional strategies often stop working, due to changing customer interests and financial restrictions. Many customers are more cautious, which leads them to buy less and ask more questions.


Sales Tips: Does Customer Satisfaction Guarantee Referrals?

Imagine that you’ve provided a great product with great service and have built a positive relationship with your customers. Does customer satisfaction guarantee that they will refer business to you?

No! It is the foundation but you have to ASK for referrals in order to consistently GET referrals.

Every sales professional should excel at asking for and getting referrals but this is rarely the case. Often people tend to avoid asking for referrals altogether because it feels awkward or they don’t know who to ask.

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Lessons in Selling – The Land Of The Salesman

America was discovered by a salesman. Columbus was looking for India, missed it by 12,000 miles and still went home reporting he had “found it,” so he obviously wasn’t a navigator. But was he really a salesman? Consider this: He had only one prospect to call on, and if he had missed the sale, he would have had to swim home. That’s selling!

History records that unusual methods of financing were involved in raising the money for the trip. Not only that, but when Isabella protested that she did not have any money, he persuaded her to hock her jewelry to finance the trip. Another thing many people don’t realize is that Columbus left Spain with five ships and two of them did go over the side (yes, my tongue is firmly planted in my cheek)!

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Selling Lesson: Engage in Client Attraction

Client attraction is where you build the top-end of your sales pipeline, zeroing-in on the most lucrative prospects for your business. You don’t have to reach everyone in this step, just those who meet your criteria for what constitutes your ideal customer or prospect.

Ensure all pathways are open.

There are many pathways for targeted prospects to get into your sales pipeline: website, podcasts, direct mail, cold calling, to name just a few. Get to know them all.

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Sales Lesson: How Smart are Your Customers?

Several years ago a client asked for a copy of our contract and then asked me to come back 2 days later so he could give me his feedback. When I returned for the second visit he handed me the contract with nothing but red ink covering the entire contract. When I asked him about his concerns, he spent the next 45 minutes telling me his terms for doing business with his company! Has that ever happened to you?

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Sales Lesson: 5 Tips for Better Introductions By Bill Cates

Here are five critical things I believe you should do to turn a referral into a quality introduction.

1. Learn as much as you can about your new prospect. Ask the powerful questions, “What’s going on in their life that’s important to them at this time?” Craft your approach to your new prospect with this in mind.

2. Let your client know that you think their friend would probably prefer to hear from them before they hear from you. Say something like, “My guess is that George would prefer to hear from you before he hears from me. Let’s talk about how you introduce me to George so he feels comfortable.”

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Three Strategies to Attract More Prospects By Kendra Lee

sales expert Kendra LeeTen years ago, most sales people had no idea just how vital the Internet would become to prospecting. In today’s world, it’s as important as email and cold calling.

But are you taking the best advantage of it? Maybe you’re on the fence as to whether or not social media is a fad. Or maybe you feel you simply don’t have the time for it.

If you’re avoiding digital prospecting techniques, you’re missing a fantastic opportunity to:

– Expand your prospecting reach

– Start new relationships

– Build credibility

– Get a foot in the door!

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One Idea to Set More Appointments By Bill Cates

Referrals aren’t the end game are they? They are a means to the end – a new client or customer. Are you going beyond referrals? Are you turning your referrals into introductions? Are you converting those introductions into appointments that stick? And are you opening new relationships with new clients or customers from referrals?

In this post, I’ll examine one simple thing you can do to secure more appointments with prospects – whether or not they come through a referral.

The Power of Specialization…

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