9 Things I Wish I Knew When I Started in Sales
To say I was “green” when I started in sales is a huge understatement. Straight out of college, I answered a classified ad for a position selling phones door-to-door. My only condition for taking the
Before You Think About Hiring a Salesperson, Ask These Questions
Business owners often wear multiple hats selling product, managing accounts, and running the numbers. Hiring a salesperson can help take your business to the next level and allow you to pass on some of those
How to Improve Your Sales-to-Service Handoff Process
We could subtitle this article “How not to do service like Comcast,” and you’d get the point right away. If your company sells a great product or service, but you don’t want customers to experience
4 Tips for the Introverted Salesperson
If you’re a struggling salesperson, it’s easy to think that great salespeople must’ve been born that way, not made. But nothing could be further from the truth. Sure, some people just have “that thing” that
A Day in the Life of a Successful Salesperson
There’s an easy way to identify a successful salesperson: Shadow them for a day and learn about their routine. Because what sets the most successful salespeople apart is the consistency of their daily routine. Often,
5 Things Your Sales Script Should (and Shouldn’t) Include
Sales scripts have been a mainstay for as long as people have been hocking goods on street corners and from wooden carts. Why do they still work today? Because human nature never changes. Essentially, a
The #1 Question You Should Ask During Your First Sales Appointment
The prospect you’ve been dying to speak with finally agreed to a face-to-face meeting. All of your persistence paid off, and you’re ready to make your pitch and seal the deal. Not so fast. All
How to Hack Your Sales With the “Overheard Selling” Technique
Innovation is the mark of a successful business, and that holds true for salespeople, too. We all know that most people really just want to be left alone. They don’t want to talk to a
Why Your Prospect is NOT Always Right
To succeed in business, you must live by this mantra: The customer is always right. But does the same hold true for the prospect? Not always. In fact, if your salespeople can learn how to
Salespeople: Fix Your Elevator Pitch to Get a Meeting With Anyone
If it’s good, you can win a sale or a customer. If it’s bad, you can lose a lot more than that. The elevator pitch has been around for ages, and it’s here to stay.
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