The real power of testimonials comes from the fact that they're not polished...they're authentic and from the heart. When we receive positive testimonials from clients, it might seem difficult to ever find fault with them. After all, if they’re saying…
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to admit. Here’s the thing, you could…
The service you provide is professional, but when a customer recommends that service to someone they know, it then becomes a very personal act. It demonstrates a high level of trust that someone has in you...and that's not to be…
You have to let go to reach out. I believe every business should be letting go of the bottom 10% of their clients each year in order to make room for better, more profitable ones. Do You Know Which Ones…
Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you. It sounds like a cliché today, but there…
If you are waiting to get motivated before you make calls remember this: Motivation comes from action, not the other way around. I often receive time management questions from sales reps. This week I thought I would provide you some…
The most successful salespeople have learned how to think and act outside the box. In other words, they know how to leverage opportunities outside of their office to create accelerated sales results. You’ve probably achieved a degree of success by…
You must be proactive and have a plan set in place when you reach a prospect’s voicemail. Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t…
Focus on the customer first and the sale second. In doing so, you will close more sales as you build stronger relationships through likability and trust. Remember sellers, your focus should be on your client, not just yourself! In North…
It’s essential to keep your team positive despite conditions—whether they’re internal or external—because if the team is feeling down and negative, it will pass through to customers as well. Negativity can be a real killer on any sales team. I’ve…
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing trust and rapport was considered the…
Most of us tend to open our calls - cold calls, prospecting calls and follow-up calls alike - with statements that create resistance, instead of creating a relationship. As salespeople, we have between 4 and 30 seconds to make a first impression…
- Colleen Francis
- https://www.engageselling.com
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