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  • +9

    Sell Like a Girl

    Sell Like a Girl
    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 ...
    Rated: +9
  • +23

    Why I Hate Closing Techniques

    Why I Hate Closing Techniques
    "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 ...
    Rated: +23
  • +1

    Find the Pain. Make the Sale.

    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 ...
    Rated: +1
  • Rate

    When to Lower Your Price Point

    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 ...
  • +6

    The Secret to Winning Back Customers

    The Secret to Winning Back Customers
    There's a difference between lost customers and dead customers. Most sales managers and salespeople don't make that distinction, but Jill Griffin does in her book Customer Winback: How to Recapture Lost Customers - and Keep Them Loyal. In the rush to get new business, we ignore lost business. Marketing Metrics, a Paramus, New Jersey-based consulting firm, estimates that the closing ratio ...
    Rated: +6
  • +10

    When Is a Close a Close?

    When Is a Close a Close?
    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 ...
    Rated: +10
  • +15

    7 Emotional Sales Triggers That Make People Buy

    7 Emotional Sales Triggers That Make People Buy
    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 ...
    Rated: +15
  • +6

    Avoid End-of-the-Year 'Desperation Selling'

    Avoid End-of-the-Year 'Desperation Selling'
    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 ...
    Rated: +6
  • +7

    Make That Selling Point Stick

    Make That Selling Point Stick
    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 ...
    Rated: +7
  • +10

    The Most Powerful, Yet Least Used, Sales Questions

    The Most Powerful, Yet Least Used, Sales Questions
    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. ...
    Rated: +10
  • +2

    How to Reduce 'Purchase Anxiety'

    How to Reduce 'Purchase Anxiety'
    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, ...
    Rated: +2
  • +15

    Recognizing Your Biggest Competitor

    Recognizing Your Biggest Competitor
    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 ...
    Rated: +15
  • +16

    Objection Handling: “I Need My Manager's OK!”

    Objection  Handling: “I Need My Manager's OK!”
    Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision maker is the only person that can say yes. Hint: If your proposal needs approval, you are working with an influencer. Decision makers write cheques, approve POs, and sign cheques ...
    Rated: +16
  • +18

    8 Closing Mistakes You Can't Make

    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 ...
    Rated: +18
  • +6

    8 Closing Mistakes You Can't Make

    In my coaching practice, I work one-on-one with sales people to help them close more business, faster and increase their profit margins. Over the past few years, I’ve been able to identify a number of the key reasons that can stop even good sales people from closing a sale (many of which I have been guilty of in the past myself!). ...
    Rated: +6
  • +1

    Exceed Expectations to Close More Sales

    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 ...
    Rated: +1
  • +6

    How to Save Your Sale

    How to Save Your Sale
    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 ...
    Rated: +6
  • +12

    The Top 5% Players

    The Top 5% Players
    Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Level One salespeople sell products and depend on having the right technical solution for the ...
    Rated: +12
  • +12

    Twelve Questions That Precede a Purchase

    One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about what goes through your mind when you make a buying decision. Here are the top twelve most commonly asked questions as it relates to making a purchasing decision. ...
    Rated: +12
  • +9

    Just Follow Up!

    Just Follow Up!
    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 ...
    Rated: +9