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…

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July 11, 2017
Sales Tips

5 Ways Salespeople Ruin a First Impression

A good first impression is timeless. And in a highly competitive industry, it’s invaluable. In just the first 7 seconds of interaction, people start to form their opinion of you. They evaluate your status, authority, approachability, competence, confidence, and likeability faster than you can make a proper introduction. From a study that proves a connection between personality and appearance, we learn that even something as superficial as the way you look says a lot about who you are. So, if…

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March 14, 2017
Sales Tips

How to Get High-Quality Sales Referrals

Every day, there are more than 2.4 million brand-related conversations in the US. Are people talking about your company? Referrals transform a business from operable to booming. In fact, 65% of new business comes from referrals. As you increase your referrals, you increase your profit. Sure, referrals are hard to track, but they’re worth the work. If you can master the art of referrals, your company will go from zero to 100 much quicker. Here’s how a lucrative referral process…

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October 11, 2016
Sales Tips

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. And often, the phrases we use the most are the ones that sabotage our sales. If your numbers aren’t as high as you think they…

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May 17, 2016
Management Tips

How to Save 10+ Hours a Week on Manual Sales Reporting

Hours a week? Sounds crazy, right? But your sales team spends countless hours each week just reporting what they did. We added up some real-time numbers to see how much time you can realistically save with automated reporting. The Salesperson’s Time On a typical day, a salesperson spends about 20 minutes manually entering reports. That’s 100 minutes per week per employee. Multiply that by 52 weeks a year, and you’ve got 86 hours (more than 2 weeks) each employee wastes…

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April 5, 2016
Sales Tips

The 5 Elements Every Elevator Pitch Should Include

You never know when you’ll get a small window of time to talk to a prospect. Maybe you meet someone unexpectedly. What about when that cold call is about to hang up? In these cases, you need a sales elevator pitch in your back pocket. Plus, no one likes a long-winded salesperson. An elevator pitch offers a quick delivery for the opportunities that come out of nowhere. These 5 must-haves will help you shape a pitch that piques interest and leads…

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March 22, 2016
Sales Tips

What to Look for When Researching Prospects

We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways of qualifying prospects, you'll gain an edge when you make the pitch. Find Relationships As you look through LinkedIn or Facebook, find ways that you’re connected. If you’re in your prospect’s social circle, they are less likely to treat you negatively. Without connections, it’s easy…

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March 15, 2016
Sales Tips

3 Characteristics of Successful Salespeople

Salespeople come in all forms. Some are pushy. Some play hard to get. Either way, the best in sales have a charisma that seems to come naturally. They connect with prospects, gain trust quickly, and can find conversation points with anyone. Yet sales require more than charm. There’s a difference in being a charismatic person and a top salesperson. Whether you were born charming or not, success in sales means capitalizing on the skills you have. Think of your natural…

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February 25, 2016
Management Tips

4 Lessons I Learned About Entrepreneurship From High School Band

I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh grade and continued through high school. The endless hours of practice and the cut-throat competitions did more than just make me a better sax player. They taught me a lot of sales strategies and made me an entrepreneur. Four principles took root in me back…

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January 26, 2016
Sales Tips

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 texts we’re faced with each day, your follow-up won’t naturally stand out. But a follow-up email is your virtual business card, and if done well,…

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January 12, 2016