Sales Tips

How to Create a Sense of Urgency in Your Sales Team

As an employee, it’s always nice to hear, “It’s okay. Just wait until tomorrow…” But if you want to build a winning sales team as a sales manager, you need to build a sense of urgency. You need your sales team to get excited, to crave a win today, and to move on leads quickly. And as their manager, you have to lead the charge. It’s your job to instill a sense of immediacy. You’re the one who emphasizes the importance…

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June 19, 2018
Sales Tips

11 Essentials to Have With You in the Sales Field

With a few outside sales essentials, you can stand out. We've all seen the frumpy sales guy come into a meeting fumbling through his stuff. His pen doesn’t work, he’s scattered, and his breath stinks. Don’t be that guy. You want to be the guy who walks into a meeting cool and calm. You know your stuff and you’ve got the right stuff. Here’s what you’ll need: A Mobile Device A mobile device is a must. Have it charged and…

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June 12, 2018
Sales Tips

5 Must-Have Elements of a Winning Sales Proposal

Sales proposals aren’t magic. They won’t make your reluctant prospect suddenly say yes. They won’t save a bad deal. They’re not the secret ingredient to your recipe for success. But sales proposals are essential. They may not seal the deal, but you can’t seal a deal without them. When a potential client is ready to move to the next step, you’ll need a proposal to communicate your quote and provide another reason to follow up. The Must-Have Elements of A…

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June 5, 2018
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