Sales Tips

How Cold Showers Help Cold Calls

Got cold feet about your next round of cold calls? You’re not alone. Call reluctance can happen to any salesperson, whether you’ve been on the job for two weeks or two decades.Cold call anxiety is inconvenient, but it’s not permanent. According to YouTube channel “The Art of Manliness,” your call reluctance is nothing a cold shower can’t fix.Take a look:Cold showers have benefits men have known about for centuries. The ancient Greeks, Romans, and Russians all bathed in cold water…

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April 16, 2015
Management Tips / Sales Tips

5 Ways to Quickly Qualify Prospects

Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company's long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of the market you serve. For example, an auto parts manufacturer might want to focus on marketing to larger car dealers that would purchase a large volume…

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March 31, 2015
Sales Tips

No More No-Shows: 4 Tips for Confirming Sales Appointments

Do your sales appointments often turn into phone meetings, re-schedules or even cancellations? It may be time to make how and when you confirm appointments a sales tool instead of a sales hurdle. Timing really IS everything. This is especially true when it comes to confirming appointments. All too often, a confirmation call turns into a quick phone meeting or a cancellation instead of an effective face-to-face appointment. The trick is to make sure your prospect is ready for you,…

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February 17, 2015
Sales Tips

7 Ways to Lose a Sale

After 20 years and 10,000 deals, I’ve seen some great attempts at closing a sale. I’ve also seen some very bad ones. Of course, those bad attempts resulted in losing the sale. But many times there is just as much to learn from someone who does it completely wrong as there is from a pro. Set aside your training guide and meeting notes for a second, and let’s look at seven sure-fire ways to lose your next sale. 1. Don’t…

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January 6, 2015
Management Tips / Sales Tips

The 4 Biggest Mistakes A Sales Manager Can Make

There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them. Mistake #1: The Cell Phone If you think having a salesperson use their own cell phone to cut costs is a savvy move, think again. Here’s what really happens: Rather than giving your salesperson a cell phone, you have him use his own. The…

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November 4, 2014
Management Tips / Sales Tips

The Pocket Follow-Up Formula: Improve Follow-Up Success

What if I told you there’s a secret to sales lead success that’s as easy as 1-2-3? Would you believe me if I said the secret lies in… business cards? You may not see the connection right away, but you will. Business Cards: They’re Not Just Paper and Ink If I gave you a peek into my pocket, you‘d find three things: credit cards, some cash, and business cards. When someone hands me a business card, that tiny card represents…

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October 28, 2014
Sales Tips

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 sales script helps guide the presentation so it hits the right pain points for the audience. The script ensures that you target the message. It keeps the presentation simple and to the point, so you maximize your time with a prospect.Breaking Down a Sales ScriptTake ActionThe…

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October 21, 2014
Sales Tips

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 the effort you put into getting that meeting is wasted if you go in for the kill too quickly. When you first sit down with a prospect, you need to prep them in order to get them into buying shape. So, let’s say you’ve scheduled…

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October 14, 2014
Sales Tips

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 salesperson. But they have a problem. And you have the solution. With the overheard selling technique, you can reach the 49 percent of people who are intrinsic, and would rather die than talk to you—even about a product they really need. Here’s a primer on…

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October 7, 2014
Sales Tips

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 navigate these uncharted waters, and read a prospect correctly, you’ll increase profits and keep your salespeople very happy. Dealing with Prospects Let’s look at this concept through a comparison. When a customer calls in with a complaint, they’re always right. As a business that prioritizes…

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September 30, 2014