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Once Thanksgiving rolls around, many of us sales people feel fat and happy, and decide to pull off the throttle and take some down time. After all, nobody really wants to talk to sales people, make decisions, or think about expenditures. Right? Wrong! The little known secret is that the holiday season is a fantastic…
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More and more, mobile is becoming the preferred device, not just for internet use but also for shopping. This year’s first quarter showed that smartphones made up 45.1% of all web-shopping traffic. Those numbers are expected to increase as businesses also increase their mobile presence, drawing more customers into buying on mobile. Reaching out to customers via…
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Activities are the little but powerful gears that help you move deals forward in your sales pipeline. They represent just about any action (or set of actions) a salesperson makes in attempting to close a deal. By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward…
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Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and the size of your commission check), is determined not by the information you give, but…
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Imagine the following scenario. After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge. The investment necessary to obtain and implement your solution…
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If your selling process ends with a close, you’re doing it all wrong. “What!?! That makes no sense,” I can hear you saying. “Closing is the ultimate success.” All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you’ll feel…
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Think back on your sales appointments over the past two weeks. How often did you use each of the following: “is there anything…” “could you…” “would you…” “can I” “I’ll follow up on… does that work for you?” Each of those questions creates an automatic reflexive (Pavlovian) response in our prospects. The response to the…
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