Many salespeople waste a lot of time and energy on “no show” appointments. We’re so eager to get appointments on our calendar that we do not take enough time to pre-qualify and test the commitment of our prospect. Here’s how the scenario typically goes: We (the salesperson) speak with a prospect for the first time …
I thoroughly enjoy working with Sales Professionals and helping them increase sales through our Sales Acceleration Program. This is a powerful process where we customize a plan for your sales team or business. It doesn’t take long for most of our clients to see sales increase as they identify and engage in more fruitful behaviors.
As a business owner and entrepreneur, you have many responsibilities. One of the most important is the successful execution of a sales process. One of your main goals as a business owner is to make a profit…and you can’t make a profit if you can’t make sales! However, this is easier said than done. When …
It’s extremely gratifying for a business owner or sales professional to close a sale. For me it’s not just a “win.” It’s the awareness that I have satisfied a sincere want or need for another human being. I have helped them in some way. I have provided so much value that they willingly compensate me …
In the past, I’ve given seminars and workshops to salespeople and business owners called, “How to Improve Your Selling Conversation.” Every business owner should be thinking about ways to improve their own sales effectiveness and the effectiveness of their employees. This seminar was also extremely beneficial to the veteran sales professionals present (based on their feedback.) …
I’ve coached many business owners and sales people throughout the years. From individual salespeople to large sales teams, there are 10 skills that every business owner and certainly every sales professional needs to continue to develop and refine. Here they are:
Getting new customers doesn’t have to be expensive. In fact, winning new customers can be the opposite…low-cost and high return! I want to share with you 3 low-cost marketing strategies that will help you win new customers that you can implement immediately.
We have been counting down the top seven obstacles to sales success. Today we conclude with obstacle #1: “Fear of the ‘No’” Much has been written about the fear of rejection, but it still remains a stumbling block for many sales people.
Today we discuss the second obstacle in our countdown of the top obstacles to sales success: “Not Being Prepared” It’s very important that you prepare before making the sales contact. I know that there are times when selling opportunities present themselves serendipitously, but most of the time you will have an opportunity to prepare for …
Our countdown of the top obstacles to success in sales has already included four obstacles. Today’s post will focus on the third obstacle in sales success: Focusing on Yourself Rather Than Your Prospective Customer
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