If a customer doesn’t like a store, or has a bad experience, they can choose to leave. Most can go down the street, find the same product and purchase from the competition. Trying to keep or woo customers with the…
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly sales rep who was trying to…
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing you from moving on to another…
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale. Tie downs also give your prospect a…
Closing more sales in 2015 is not only possible, but it’s going to happen to many sales reps and companies this year. But, it will only happen if you keep to your New Year’s resolutions to do some things differently. …
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate. Here are…
The goal is to make the follow-up a continuation of the positive purchasing experience. Starting a conversation that gets customers excited about their purchase all over again can lead to a referral to a friend who might be looking to…
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…
By letting go of the old model of closing and embracing the sales approach of helping others with their buying decisions, you open the door to selling more. Stop Trying to Close More Sales Some salespeople close sales by accident.…
Understanding Your Clients Strategically shortening your sales cycle has nothing to do with making more phone calls but everything to do with understanding your audiences and their situation. During a prospecting call the other week we came across the question…