Here are 4 easy ways you can boost your sales for little or no new expense …and without making major changes in your selling process.
1. Focus on What Your Customers Really Want
Your customers really don’t want your products or services. They don’t even want what those products or services do for them. What they really [...]
Prospect - “So now that I’ve told you what we are looking for, do you think that you can help us with this?”
You - “Absolutely!”
(or)
You - “Definitely!”
(or)
You - “You have come to the right place Mr. Prospect”
Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson.
And in so doing, [...]
The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don’t like the telephone and don’t use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice [...]
I’ll be brief. If not - I’ll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let’s go then.
Less time more pressure.
You prospects have less time and feel more pressure. Just like you, I’m sure. As a sales professional, you [...]
My research has clearly shown that, when it comes to selling, the part we’re most comfortable with is talking about what we do - explaining our services and how we can help the client.
So what do you think happens in most sales encounters? That’s right? we tell ‘em what we do.
Problem #1 - Clients don’t [...]
1. Give your prospects a f~ree trial of your software
product, service, or let them read the first chapter or two
of your informational product.
Your f~ree trial or sample chapters will show your visitors
that you are confident in the quality of your product and
lead to more sales for you by demonstrating how valuable
your product is.
2. Add a [...]
A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed.
Webster’s tells us that [...]
If you’re looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.
PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a [...]
Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.
Mistake Number One: Over concern with strategy instead of [...]
Keeping up with what words are in and out isn’t hard. Yet,
with all the other more important things on our to-do list,
it doesn’t get remembered easily.
1. Any archaic, stilted words, such as: hitherto, whereby,
thereby, herein, therein, thereof, heretofore.
2. “Kindly advise.” As opposed to not kindly advising.
3. “Whereas.” Instead use “where” or “while.”
4. “Pursuant to.” This [...]