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 […]
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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.
3 New Truths About Selling Read More »
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
The Sales Process: 2 Key Responsibilities Read More »
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
How Does a Sale Happen? Read More »
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.)
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Sales have changed. Buyers are more informed, more cautious, and far less impressed by rehearsed pitches than they were even a few years ago. That means success in sales today depends less on personality and more on skill. The most effective sales professionals are not the loudest, the most aggressive, or the most charismatic. They
The Top 10 Skills Every Sales Professional Needs Read More »
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. Reactivate Past Customers First, re-activate past customers. Have you been paying attention to
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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.
Sales Success Obstacle #1: Fear of the “No” Read More »
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
Sales Success Obstacle #2: Not Being Prepared Read More »
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
Sales Success Obstacle #3: Focusing on Yourself Rather Than Your Prospective Customer Read More »
We’re continuing our countdown of the top obstacles to success in sales. So far, we’ve covered three obstacles. Obstacle #7 was “Failing to Continuously Improve.” We learned that successful sales professionals always learn and improve their skills and mindset. We also discussed that learning and improving both require attention and intentional development. Obstacle #6 was
Sales Success Obstacle #4: Failure to Listen During the Selling Conversation Read More »
This is one blog post in a series counting down the top seven obstacles to success in sales. To recap, the seventh obstacle to sales success was “Failing to Continuously Improve.” We learned that successful sales professionals are always learning and improving their skills and their mindset. We also discussed that learning and improving both
Sales Success Obstacle #5: Not Keeping Your Promises Read More »
We are continuing to count the seven biggest obstacles that hold sales professionals back. Last time we looked at the failure to improve consistently. Today we are discussing the sixth obstacle in sales: The inability to close a sale. Why Do People Buy? In my early days of selling, this was a huge problem for
Sales Success Obstacle #6: Inability to Close a Sale Read More »
We are ready now for the fourth of five business growth strategies to help your business grow. In this strategy we want to think about how we can increase sales to our current customers.
5 Powerful Business Growth Questions that Increase Sales Read More »
“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” -Peter Drucker The best and fastest way to increase your revenue is to focus on your customers. They already trust you and buy from you. So what you want to do is look
Top 10 Ways To Immediately Increase Your Revenue Read More »