Sales Tips

Increase Sales By Mining Your Existing Inbound Calls

Wireless retailers get LOTS of incoming calls. What if you could use those calls to make more sales? It’s not just about great phone skills, it’s about looking back through calls that didn’t convert and seeing if there’s potential for a future sale. Mining for Gold Think of it like gold mining. See, gold can be tough to find — only one out of every billion atoms of rock in the world is gold. But rather than sifting through every rock in the…

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May 1, 2018
Sales Tips

How to Increase Sales By Returning Calls Faster

Online leads are great — customers come to you, ready to talk about what you offer! With this kind of killer lead, wouldn’t you want to jump on the opportunity to sell? Of course! So why aren’t you responding faster? Companies who respond to their online leads within an hour of receiving their query are seven times more likely to have a meaningful conversation with the decision maker… but only 37% of companies follow up that quickly. Even one hour makes a…

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April 24, 2018
Sales Tips

4 Things Your Sales Reps Should Know Before Their First Appointment

Don’t barf on the customer’s shoes.Dismal failure is highly unlikely. These are the two most basic lessons new sales reps need to understand before going to their first solo sales appointment. New salespeople are nervous, to say the least (hence the vomiting advice)! As a manager, it’s up to you to set your new sales reps up for success. Maybe you’re a manager who attempts to tell new hires all you know about sales before their first appointment. Or maybe…

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March 27, 2018
Sales Tips

How to Quickly Get Over Sales Rejection and Get Back to Prospecting

No one enjoys rejection. When people don’t want what you’re selling, it can feel personal — as if they don’t like you, even though it’s about the product. Rejection happens. There’s no use pretending it doesn’t. If you’re in sales, you’ve been rejected and you will be again. But once you learn how to get over sales rejection, you’ll find that hearing no doesn’t have to stop your forward progress. With these six tips, you can move on and keep doing what…

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March 20, 2018
Sales Tips

4 Important Psychology Principles to Help You Close More Deals

People want someone who understands, someone who “gets them.” It’s true in life, and it’s true in sales. Salespeople aim to solve their customers’ problems. That means you have to empathize with a customer’s situation first. You have to understand the way people think: Why do they do what they do? How do they perceive the problem you’re trying to solve? That’s the psychology of sales. The better you understand these four principles, the better you understand your customers — which…

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March 13, 2018
Sales Tips

Why Securing a Relationship Is More Important Than Securing a Sale

Loyalty still exists. Yes, it’s 2022. Yes, business can be cut-throat. But people are still capable of being loyal — you just have to earn their trust. In sales, trust is a big deal. And consistency in follow-up is what builds that trust. We just closed a sale we’ve been pursuing diligently since 2015. Since we initially contacted the company three years ago, we’ve followed up every quarter. Now they’re buying. It’s not like they didn’t buy before — they…

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March 6, 2018
Sales Tips

The One Essential Habit that Transforms Good Salespeople Into Rainmakers

What sort of sales habit do you set for yourself? You know those “stand-out” people — the 20-something who climbs the ladder in record pace, the salespeople who make off-the-chart sales… every month? They seem untouchable — but what are they doing differently to really make it rain? Bagel + Slim Jim = A Breakfast of Champions A few years ago, I facilitated a sales training for a company. Each member of their 20-person sales team was required to attend…

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February 20, 2018
Sales Tips

The 7 Unlikely Sales Books Every Salesperson Should Own

Most of the time we’re stressing the importance of activity in the field. Get out there and sell! But in the midst of all that activity, don’t miss the value of taking some time to read the best sales books. You pick up sales skills, broaden your scope of experience, hone your grammar, improve your writing skills, and better understand your customers. Reading gives you another means of connecting with people — something you can always use in sales. But not every…

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February 13, 2018
Sales Tips

How Much Time Should You Spend Prospecting Sales?

My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came away with some great insights that a lot of people never learn. Even though some people avoid prospecting in sales, it’s vital to sales success.…

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January 30, 2018
Sales Tips

Why Home Restoration Businesses Are Wasting Their Time Without Sales Lead Management Software

Restoration companies need to be in the right place at the right time. When the flood comes, the fire consumes, or a pipe bursts, your company wants to be on speed dial. Sales lead management software is the best way to keep in touch with other professionals. But how do you get your restoration company on their short list? In home restoration, you depend on referrals. Sure, you go through regular advertising channels, but professional referrals make you stand out.…

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January 23, 2018