Why Questions Matter When Qualifying Your Sales Leads

In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told her what the client needed, she told the customer, and they’d buy. Obviously, the company loved her, so they sent … Read moreWhy Questions Matter When Qualifying Your Sales Leads

Anatomy of the Perfect Sales Follow-Up Call

Benjamin Franklin once said, “Energy and persistence conquer all things.” Well, he may have exaggerated a little, but it sure does seem to apply to sales. Sales relies on persistence. And often, that persistence relies on following up. When you’re dealing with clients, you should always have a next step. No matter what. Follow-up calls … Read moreAnatomy of the Perfect Sales Follow-Up Call

Sell the Value of Your Product, Not the Price

Don’t compete on price. But if you do, you’d better be the cheapest… and stay the cheapest. See, when you sell the value based on price, both you and the customer treat the product like a commodity. There’s no relationship, and there’s no loyalty. Instead, take the consultative approach. When you position yourself as an … Read moreSell the Value of Your Product, Not the Price

The Salesperson’s Guide to Using Texting for Sales Prospecting

Did you know it took the US about seven years longer than Europe to catch onto texting? It gained momentum in Europe in 2001, and quickly became a popular alternative to calls. But in the US, text messaging didn’t take off until 2008. With the growing popularity of the smartphone, namely the iPhone, texting skyrocketed. … Read moreThe Salesperson’s Guide to Using Texting for Sales Prospecting

Learn These Subtle Sales Signals to Increase Your Close Rate

  Everyone has to start somewhere. Building your client list from scratch is tough, so where do you begin? Most salespeople hit the pavement and dial numbers, talking to one prospect after another, grasping at any potential lead. But the best place to start is getting to know your audience. Think about who needs your … Read moreLearn These Subtle Sales Signals to Increase Your Close Rate

9 (Stupid) Phrases That Can Sabotage a Sale

We’re told in simple terms and lengthy quotes that words carry the authority to influence others, often much more than intended. But what about sales? Does the way you say something make a difference? Of course it does. The problem is we fall into the ruts of using the same sales phrases pitch after pitch. … Read more9 (Stupid) Phrases That Can Sabotage a Sale

The Biggest Challenges for Salespeople in 2016

Richardson Group, an internationally recognized sales training and performance improvement company, just released their 2016 Selling Challenges Study. In polling 400 salespeople, 85% in B2B sales, they revealed the biggest sales challenges in prospecting, discovering client needs, and negotiation. Here’s what they found… but I don’t completely agree. What Salespeople Struggle With in Prospecting When … Read moreThe Biggest Challenges for Salespeople in 2016

3 Strategies for Unlocking Deals Stuck in the Pipeline

You just made a killer pitch. You demonstrated how your product solves their problems, then left them with action steps – and expected an answer within days. But that was over a month ago, and you still haven’t heard anything back. So what’s the trouble? You thought you were on track to seal the deal, … Read more3 Strategies for Unlocking Deals Stuck in the Pipeline

Use These Sales Follow-Up Strategies to Replace “Just Checking In”

You’ve just met with a prospective client. The meeting went well and you gave the guy a business card, but let’s be honest. That card probably went in his pocket and will eventually wind up in the sock drawer. Now, you need a killer follow-up strategy. Thanks to the onslaught of social media, emails, and … Read moreUse These Sales Follow-Up Strategies to Replace “Just Checking In”

How to Build Trust Over the Phone with Cold Prospects

We’ve all answered a cold call, but how many times have these interactions won us over? Much of our cold call reluctance comes from how few of these calls actually convince us to buy. I like to use the calls I receive to improve my own cold calling strategies. What made me stay on the … Read moreHow to Build Trust Over the Phone with Cold Prospects