The Easiest Way to Make a Sale When You're Stuck
There's something that isn't talked about much in the world of selling. In fact, people avoid talking about it at all. What is it? Your attitude when things aren't going so well. I call it being STUCK. If you're allowing yourself to be pulled down the drain - and you're feeling like a loser and having nightmares that you're going to be homeless, pushing an empty shopping cart and muttering obscenities about selling under your breath.
New Year's Goals - Resolutions Get Lost, Goals Get Accomplished
Resolutions end up in a heap on the floor shortly after the New Year starts because we lose interest. We may still want the desired results, but the resolution itself lacks action power. What to do? Set goals, using measurable reality steps you can accomplish and reward. Once you've acknowledged your goals by attaining the first step, you're more likely, 75% more likely according to ESPN, to be exact, to finish what you started.
Driving the Race Track of the Long Sell Cycle
As the economy continues to slow, sell cycles become longer and longer. Long sell cycles are generally associated with selling bigger companies. In this economy, if you sell to big companies the situation is technically know as a "double whammy". Yet, during a recession, people still sell to people, not companies.
Formula to Grow a Salesperson From Customer Service
In my experience great salespeople are grown. As a business owner with customer service and/or administrative staff you have a unique opportunity to 'grow' salespeople - however you need a process! Assuming as an end result you want salespeople that can prospect, qualify and close deals, here's a formula for success that will require you to keep an open mind.
Keys to Leading Your Team to Opening New Accounts
The definition of insanity is doing the same thing over and over again and expecting a different result. As I coach and train leaders and their sales teams to bust out of their comfort zones with the goal of opening new accounts, several key practices have bubbled up as some of the best. These key practices will help you stop the "insanity" that's stopping your company from growing 25 to 30% faster than it could be.
Leading Your Sales Team to Total Commitment
Many times I've been asked to sit in on sales meetings to listen and assess, then ultimately structure and implement on-going sales and sales management training programs. As a result of these and a lot of work with leaders, perhaps like yourself, I'd like to share some of the excuses and psychological games I've heard and seen.
Read Along About Ride-Alongs
Salespeople grow by watching, doing, coaching, training, and mentoring. One of the best ways to do all of these is a Ride-Along. In case you don't know what I'm talking about, a Ride-Along in the "selling world" is the opportunity for the sales manager and the sales person to ride together for a day while making multiple sales calls.
Trade Shows - The Six Strikes and How to Hit Home Runs Instead!
To the small business, a trade show represents a large outlay of cash and time. The hope is that the thousands of dollars spent on the booth space, the booth itself, transportation, lodging, time out of the field and away from home base will result in a windfall of leads and new business. My goal, through this article, is to help make you aware of the most common flaws Owners and Trade Show Salespeople can change and how to do that for better results.
Handling Sales Objections With a Simple 4 Step Process That's Making Money For Salespeople Everyday
Sales objections can be handled with a simple 4 step process that smoothly turns objections into sales for any product, any type of sale, and in any market place. No longer fear objections and become an expert on handling them. A major benefit many sales people have gained from using this process, is to start really enjoying selling because they have the confidence to overcome sales objections.
Sales Appointment Calls and the One Line That You Must Get Right
You're forging sales appointment bell calls. You've got nailed down to the prospect. You desire to corner a big league opening force with a stunning introduction that grabs their care and keeps them interested. So what arrange you say? What bring about you subsume in those considerable front unusual lines of your appointment telephone introduction?