If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and prospects. Do You Confront The Brutal…
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over the years with advancements in technology,…
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results you want vs. the results you will get. Have you got the cart before the…
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales…
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same service for the same price, so…
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…
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more…
Because customers are people, first and foremost. And since people are driven by emotions, when they are approached with a cause they believe in, they are compelled to take action. The ability to champion a cause that your customers can…
Technology simplifies the process and helps consumers prepare to make a decision before they talk to a salesperson. Most consumers today spend hours researching online, talking to friends, reading, checking pricing and financing options, and more. While this speeds the…
Visualize short-term sales with specific features to allow an early success. Run by implementing portions of the business process and execute all elements that allow you to see improvements or gains in the short term. This is motivating and creates…
The good thing about using the overhead technique is that you don’t actually have to learn anything new to try it out. All you really need to do is position yourself so people “overhear” your sales pitch. Then, people who…
Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all…