SalesHQ

Have you gotten into a new selling field?  Are you struggling to make your first sale?  Or simply make the next one? I'm not going to give you a magic script that works all the time; no one can. I'm not going to give you a magic prospecting formula so that all your prospects (I know, dirty word these days, but ...

We’ve all been there. You’ve tried everything you can think of. You’ve made your best offer and then some. This time, no matter how hard you try, you just can’t seem to get the client to sign on the dotted line. Regardless of the industry you work in, the ability to close the deal is crucial to the success of any ...

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this: "Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why. ...

Mistake #1: Not earning the buyer’s trust. If your prospect doesn’t trust you, 98% of the time, you won’t make the sale. There are two important things to remember about trust. First, trust extends from you. If you begin the sales process by building rapport so that the prospect starts to like you, they will soon begin to trust you ...

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her the price options and then closed on dates. And that’s when I got the old stall, “Well, let me run this by my ...

"My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...

Frustrated with rejection at the top? Wondering who’s greasing whose palm to get access to the million-dollar decision-makers? Working at convincing yourself that the CEO/President isn’t really THE Top Dog for your particular product/service? All you’ve gotta do to change this frustration and rejection to outrageous success is this. Learn to think like a girl … You’ll be relieved to know ...

Life is one big seminar. It is not always necessary to go to formal training sessions to learn how to sell. There are many accidental seminars put on by people you encounter every day. In this one, I learned a valuable lesson about asking questions and controlling a meeting's focus. Sarah McCann, my partner and wife, and I were spending our ...

If you are involved in prospecting, then you will already know the challenges of persuading a prospect to give you the business. Ultimately, there is a four-step process involved in buying that all of us follow: 1. We have to feel motivated to make a purchase, irrespective of its type or size. 2. At some point after we have become motivated ...

You'll pay the price if you swing the wrong way when navigating the price point waters. The price debate is a yo-yo dilemma with serious consequences for your business. How do you know if you should be fighting for every penny or luring in customers with low-price deals? You'll pay the price if you swing the wrong way, so here's a ...

Riddle: Four frogs are sitting on a log. Two decide to jump off. How many are left on the log? Answer: Four, because deciding to do something is not the same as actually doing it. The same riddle is applicable to everyone feeling good about a closing at the end of a sales meeting -- it does not mean the deal ...

Do not let anyone tell you otherwise! When it really comes down to getting your prospect to pull out his credit card and buy from you, there are very specific emotional sales triggers that will work every time. Learn them, implement them, and watch your sales soar. Neglect them, and you will be leaving a fortune at on the table for ...

Caught in the end-of-the-year trap? On the one hand, you’ve got pressure from your manager to close deals NOW! On the other, you’re getting the put off from clients who want to call you back after the holidays, next year! The end of the year is a time when both you and buyers have fires burning bright and often those priorities ...

Charismatic communicators are able to make the abstract meaningful, and the meaningful simple. Successful people achieve this effect with metaphors and stories. (Fortune magazine cited Jack Welch and Ronald Reagan as outstanding users of these techniques.) Selling online is no different. In presentations, it's critical to make the complexities of your sites and services simple to understand, and the simplicity of ...

When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?" Whether it's around our sales ...

You know that moment when you're thinking about buying something, but you're just not sure if you should pull out your wallet? That's "purchase anxiety." Most people feel it at some point, especially when they're buying a big-ticket item. Or when they're buying something over the internet. Online shoppers tend to suffer from purchase anxiety more than offline shoppers. After all, ...

If you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every corner. Moreover, the bigger the competitor, the more fear it engenders. For some salespeople ...

 How to use the concept of "Selling Down Hill" to multiply the effects of your sales efforts.

Gertrude Stein once famously said, "A rose is a rose is a rose." If in fact Stein was right about roses, she was miles off base when it came to sales. Rather, the truism for every salesperson is "Not every sale is created equal." While every sale is a good sale, it's the giants-the Sales of the Century-that make your ...

My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never responded with an estimate. Two contractors ...