Prospecting is Why Top Sales Professionals Earn the Big Bucks If you want to sell more and exceed your quota consistently adopt these 3 keys to increasing your sales pipeline with prospecting. Rainmakers are those salespeople who are adept at…
Answer These 4 Questions To Guarantee Sales Pipeline Accuracy When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When…
The scarcity effect impacts each personality style differently, because they each buy for different reasons. Find out what drives each personality style to buy. It’s a very difficult time for our country and the world with the COVID-19 virus. I…
When the benefits outweigh the cost, the result is value. Value is the most important thing you can offer. When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, Uh oh, now…
Peace of mind may be hard to define, but you know it when you experience it. I believe it’s the hidden benefit that everyone wants when buying. Think about a purchase you’ve made that gave you peace of mind. Maybe…
Having patience is giving the client their space, while at the same time being proactive to help them solve their issues. It’s not being aggressive, but assertive. It’s nearing the end of the fiscal year and you’re $50K away from…
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options? What did you do? Sometimes people delay the purchase completely. Or they ask a friend…
He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him. Unfortunately we don’t get a second chance at a…
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes, it’s a questionable practice these days,…
The person who talks the most has the least control. Asking questions puts you in control of the conversation because it gives you the opportunity to go to a deeper level and gain better insights into the customer’s situation. Understanding…
So many times sales people are focused solely on the product they sell, the features and functions but then miss the real opportunity hidden within the customers’ needs and goals. Selling features and functions is not value. Benefits that solve…
The brain cannot tell the difference between a good habit and a bad one. Therefore habits are as much of a curse as they are a benefit, and habits merge without our permission. It’s one of the ways our brains…
