Sales’ coaching separates stellar sales managers from average ones. Sales management is not everyone’s cuppa tea and effective sales managers are few. These few know that sales coaching importance cannot be gainsaid The meaning of sales coaching Sales coaching can be defined as a continual formal one-on-one engagement by the sales manager with his team
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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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When you open the B2B sales call with insight about the potential buyer (prospect) you heighten engagement from the get-go. And the more engaged he is, the easier the sales call becomes. And you want that, don’t you? How you open and close the sale matters. Opening the sale means the first words you utter
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Salespeople should bring a sales call to a close with authority. So show authority to close a sales call effectively. We don’t think about it, but the reason why we assent to a doctor’s prognosis and diagnosis is because we believe him to have authority to do both. So much so that even quacks get
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One of the biggest sales mistakes you can make is assume your problem is in closing the sale. This mistake could easily top a top 5 sales mistakes list. First, though, imagine, the restaurant manager in a hotel complaining, “We are not closing our walk-in guests. They come, sit down, but somehow after ordering they
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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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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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