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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Sales presentations are the road along which you move to sales closes. Effective sales presentations smoothen that road, accelerating your movement along it and therefore letting you close more, faster. So if you are wondering how you can improve your sales presentations, buckle up. There are many effective sales presentation methods and ideas. However, doing
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There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never ending quest for qualified people to buy what you are selling. In the case of the politician, it’s seeking your vote. And for the politician, a classic case of prospecting in personal selling,
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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
Use giveaways wisely to boost your sales, not shoot them down. To facilitate, not frustrate your sale. Now then. Giveaways or freebies include marketing merchandise (brochures or pens, for instance). Or, demonstrations (Sampling a new food or soap, for instance). Or free use of a product or service (use of a room at a hotel
How to handle objections in sales in an indispensable skill to successful selling. Seeing it as rejection, others call it converting a no to a yes. An objection is a statement made by a prospective buyer (prospect) that casts aspersions about your product or service; it could be a cry for more information, or it
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.
Why sales’ reporting is important is because it benefits both the organization and the sales person. Unfortunately though, most sales reports are Oscar Award winning works of fiction. Further, it doesn’t help that most are not read. A tweep captured this when he tweeted thus: “…in my fledgling days in sales we had a sales
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
Remarkable, isn’t it? The sales lessons you can learn from street vendors. Remarkable because we don’t see them in the same light we do formal sellers, whom we call professional, organized. I’d already shared a similar post here, but an experience from last weekend informs this article. In fact, it informed not just sales, but