As counter-intuitive as sounds, following up to close the sale in this ‘Corona’ period, is even more necessary. Buyers want responsive sellers but are not responsive themselves. This emphasizes the need to follow-up to close the sale. A foot in the door doesn’t a closed sale. Increase your chances of getting the sale by following
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Your listening is guaranteed to fail you. Use pen and paper to take sales call notes. But, if typing on a phone is how you roll, roll on brother. Take notes during sales calls. If the doctor turned the document he was writing on towards you, would you decipher the content? Well, first you’d do
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How do you simplify the sale? Share what the product or service does, not how it does it. Sieve is much easier than filament and precision instruments, yes? “Do you want a 50-seater or 100-seater?” Likely if planning a wedding, you’ve already guessed I’m talking about tents. If only sellers could simplify their products to
Is HR responsible for training effectiveness? Well, is HR responsible for the performance of the department that needs the training? Therein lies the loaded question and, in my view, answer. What is the role of Human Resources (HR) in training? It is only to facilitate execution of the training. Unfortunately, I find many customers for
Salespeople cannot hold a grudge against prospects (potential buyers). Those that do, frustrate themselves and therefore their job. Here are three reasons why. Prospects see all salespeople as one “You people lied to me. Yes! You denied me a loan after promising me heaven! You are all liars!” This barrage is unceremoniously levelled at the
3 common and costly mistakes in sales, so easy to commit. Unfortunately, they result in expensive sales losses. Here are 3 costly sales mistakes and how to avoid sales mistakes. Costly mistake, 1: Not paying attention to the business card This costly sales mistake is more common than you think. You exchange cards with the
Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their
Your internal processes, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal processes in your company are likely a reflection of those of your buyers. This is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group
Many companies sabotage their sales efforts through their internal sales training programs. Most internal professional sales training programs are product-oriented, with a technocrat (say, an engineer or underwriter) called in to drive home the product knowledge. Yet, success in selling is buyer-oriented. And so, armed with product knowledge, the seller goes out to evangelize to
To being with, what does conversion mean in product/service sales? Just because the buyer’s (prospect’s) jaw dropped, floored by the magnificence of your novel product or service or demo does not mean they will automatically buy. No. They must still be sold to. Conversion involves product attraction PLUS customer engagement. Next, this revelation is cause