Sales Tips

The Soft Skills of Selling

A sales career provides a skill set valuable to any profession. Why might a career in sales be for you? Soft skills, or the core skills applicable to all professions, are honed every day in a sales job, from critical thinking, problem solving and work ethic. The most important soft skill you learn is how to connect with people. People love to talk about themselves, and people love to be recognized and listened to. During a conversation with a prospect,…

0 Comments
June 8, 2022
Sales Tips

To Answer or to Ignore?

We’ve all been there.  You’re eating dinner.  It is 7:30pm. and your phone rings displaying a phone number that is not in your contacts.  What do you do?  Most people ignore it without the slightest second thought.  But what if you’re in sales?  What if that call is a prospect you gave up on months ago that remembered your enthusiasm and wanted to give you another chance at their business?  What if they’ve already called two people ahead of you,…

0 Comments
June 6, 2022
Sales Tips

4 Negotiation Skills You Need to Close More Deals

"When it comes to negotiating a sale, the person who addresses price first, loses.” There‘s a ton of truth in that saying, especially for companies with tiered pricing models. If your organization has that kind of price flexibility, negotiation is an important stage in the sales process.Before you jump into the negotiating stage, preparation is crucial. One of my favorite movie scenes is from the 1992 classic, Glengarry Glen Ross. The scene features a sales manager who walks into the middle…

0 Comments
April 21, 2022
Sales Tips

Telling Stories During a Sales Pitch: Do’s & Don’ts

When it comes to pitching a product or program, salespeople can work with more than just product features and benefit. A clever story that hits prospects on an emotional level can be a valuable sales tool. But is there a right and wrong way to use personal stories? Which kind of stories work best? Use this handy guide the next time you consider sharing a real-life scenario during your sales pitch. The Most Successful Sales Pitch Story I’ve Ever Used…

0 Comments
January 27, 2022
Sales Tips

How Salespeople Should Ask For a Promotion

Asking for a promotion can be daunting. Any good salesperson knows that good salespeople are tough to come by, so if you’ve been smashing all kinds of records without fail every month, a promotion is probably inevitable. But what about if you’re doing very well, but maybe falling just a little short of target occasionally? What if you’re the best in the team and feel like you could get so much more from the guys if you were in the…

0 Comments
January 23, 2022
Sales Tips

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 her to school to learn more about the interworking of the mainframes. After six months of intense training, she knew everything there was to know…

0 Comments
September 19, 2017
Sales Tips

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 can be the perfect way to close the loop and provide your next interaction with a prospect. Contact Them… Then Contact Them Again Sales is…

0 Comments
July 18, 2017
Sales Tips

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 expert and a true partner with your customers, you sell the value in the advice you offer. And if you do that, your relationship will…

0 Comments
July 11, 2017
Sales Tips

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. Today, texting is the #1 used app on the smartphone worldwide. In fact, no one even thinks of it as an "app". It’s not a…

0 Comments
February 21, 2017
Sales Tips

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 product. Then look for the following signs that the prospect is ready to consider an offer. That way, you’ll work smarter (not harder) and generate a…

0 Comments
May 31, 2016