Congratulations! Your firm made it to the short list and you’ve been invited to the new client interview. Regardless of the staging or format, one thing’s for sure: It’s your make or break chance to win the business. Here are some traps, tips and tools you can use to make your new business pitch or […]
I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There’s no way to slide into loads of profit without some […]
A sales manager’s primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. While there’s no perfect system that can guarantee you’ll hire the right person every time, there are fundamental […]
When the buyer gives a buying signal, close the sale and leave. It’s simple, yet we as salespeople allow our egos and our pride to get in the way. Let me share two rules I have regarding sales presentations. They’re not complicated rules, but many times are overlooked.
Buyers don’t want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don’t even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play — the role of helping identify the problems, […]
Prospecting for new business is critically important and for the majority of salespeople, it is by far the most challenging and stressful aspect of their profession. This article is packed full of helpful phone calling tips and techniques which, if put into practice, will fill your appointment calendar with new business opportunities!
It’s easy to view purchasing departments as evil. The number of salespeople who have told me stories about how much they can’t stand working with purchasing departments is huge! I’ve heard every reason “why” salespeople don’t like working with purchasing departments, but let’s cut to the chase.
Whether you are a car salesman, a financial advisor, a copier rep, a lawyer, or a plumber, customers can get what you sell from dozens of other people who offer the same thing. In a me-too world, good advice – ideas that help customers to make better decisions – trumps, by a wide margin, the […]
If you’re working hard, but aren’t consistently generating enough sales and getting referrals… chances are it’s a matter of trust! Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is […]
As a salesperson, you can thrive with buyers and purchasing departments if you follow these simple approaches: Be yourself, be professional, and be engaged in genuinely wanting to help the buyer and their company. If you can’t do these things, then you shouldn’t be selling. If you are not sure if you’re already doing these […]