The objective of the initial contact is not to sell. That may come as a shock to many sales people. The purpose of the initial call on the prospect could be one of three things: get a contact, get an appointment or fact-find. Note it is just ONE. Now let is look at each of
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Change the customer’s mood, if it’s not receptive. If the customer is not in the right frame of mind for the meeting, switch gears and address this. Insisting on progressing with the pitch will likely backfire. If his mood won’t change, his mind won’t either. So change the customer’s mood and watch his mind follow.
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What are some unique and easy ways to increase sales, if you are a salesperson, you wonder? Well read on and when done create an action plan to increase sales. I’ll explain how to increase sales of services or products with practical examples. First, though, increasing sales can happen in two ways: volume and value.
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The benefits of prospecting to a salesperson. Wow! I never imagined having to write about this, thinking it was obvious, but alas! here we are. I’ve come to realize it is not obvious to many sellers. Four happenings last week informed this revelation. I was reminded by a reader that there are always new salespeople
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Focus on customer needs and wants to close faster. Focus on why he wants a hole in the wall, not the drill he says he needs. This is what customer-focused selling is. In addition to this one trick, customer-focused selling is yet another trick to closing the sale faster. Taking a selling approach that focuses
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How do I get more sales appointments? Well, here are 4 ways how to get more sales appointments. But first, the importance of a sales appointment cannot be gainsaid. Whether in B2B or B2C sales, ultimately a sale is made when two or more people meet. Irrespective of the number, one of them is the
Sales people that are effectively selling to C-suite executives are a miniscule few and oceans apart between. Of the few that can overcome feeling intimidated, even fewer still meaningfully engage the C-level executive. Suffice it to say, based on research, C-level executives find less than 20% of the time spent by sales people as useful.
Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer service agents. Celebrate because the most important part and difficult step in selling is done for
How to organize your sales day could be the missing link to transforming your sales performance. And there’s a simple method to apply. But first, a background. Is time management necessary for a salesman? Yes. As it is, most salespeople blame ‘We don’t have time to sell’ to justify their lacklustre performance. Yet the importance
Successful sales people can get away with murder. Average sales people can only wish they could kill the many ‘problems’ that afflict their selling. This is the difference between successful and average sales people. Average sales people are bogged down with average sales people problems.Successful sales people are bogged down with too many sales. Average