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  • +2

    7 Common Myths of Sales

    7 Common Myths of Sales
    With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. As I have stated in many of my posts, 92 percent of professionals lack a process in which to conduct relationships that affect business. So many ...
    Rated: +2
  • +1

    9 Quick Fixes To Re-align your Sales Tactics

    Study after study has told us that only about 20 percent of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about 20 percent of the sales force are either underperformers, brand new or on their way out. This means that the considerable majority of sales people - roughly 60 percent ...
    Rated: +1
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    Don't Wait for Referrals. Be Proactive.

    Don't Wait for Referrals. Be Proactive.
    Most sales professionals wrongly believe that a referral takes place when a customer is nice enough to give you the name of another potential customer. Referrals don't have much to do with friendliness but are rather about risk and trust. To make referrals, your customers must be willing to risk their credibility and/or relationships with others -- because when they pass ...
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    What Buyers Want

    What Buyers Want
    Never approach a customer unprepared. According to a survey by Purchasing magazine, lack of preparation is the number one dislike buyers have about sellers, with a lack of interest or purpose following close behind. "Hello, your account has just been assigned to me," is blatant behavioral evidence that the salesperson is going through the motions. A better opening would be, "In ...
    Rated: +2
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    Sales Proposals 101

    Sales Proposals 101
    You've had an initial conversation or two with a potential consulting client, and things seem to have gone well. The client knows he has a need, and you know you've got the chops to provide the solution. Since you've already had a meeting of the minds, why must you spend time and effort putting together a written proposal? Because the problem ...
    Rated: +2
  • +4

    Warm Up a Cold Call

    Warm Up a Cold Call
    I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...
    Rated: +4
  • +8

    All of Your Eggs in One Basket Trap

    All of Your Eggs in One Basket Trap
    Too many companies have seen an untimely demise due to basing their business on one large client or one specific industry. I once had a belting and hosing client who evaluated their marketing strategy and realized that they really only had two specific client groups, mining companies and pulp and paper companies. With both of these industries having a potentially volatile ...
    Rated: +8
  • +1

    Succeed in the New Economy: Risk-Busting Communications Skills

    In the new economy that is emerging around all of us, one of the key shifts we’re seeing is in the area of buyer motivation. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “How can you help reduce my risk?” There are all kind of reasons why people ...
    Rated: +1
  • +10

    The Seduction of Low-Hanging Fruit

    The Seduction of Low-Hanging Fruit
    I remember the first time it happened. It was on a Thursday, about 4 pm, and I was worn-out after a day of cold calling. I hadn't uncovered even one viable prospect. Enough was enough! Time to go back to the office and do some paperwork. When the phone rang, I answered it tiredly. But by the time I hung up ...
    Rated: +10
  • +17

    Top 5 Tips for New Sellers

    Top 5 Tips for New Sellers
    I was recently asked, "If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?" Good question! It really got me thinking. There are so many things I'd like to tell a new seller. But what are the most important? What things could I recommend that would have the highest impact ...
    Rated: +17
  • +4

    Focus Your Effort: What’s Your Sales Niche?

    Focus Your Effort: What’s Your Sales Niche?
    Are you a salesperson, professional or business owner who is trying to market to anyone and everyone in your market that might even remotely have a use or need for your product or service? If you are, why? Why would you try to do something that most salespeople and professionals can’t possibly do well? Marketing on a general scale is expensive—just ...
    Rated: +4
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    Succeed in the New Economy: Seven Deadly Sins

    Throughout this series of articles on how you can be a top-ranked power seller in this new economy, I’ve concentrated on a range of activities that you can put into place right away to reach more customers and prospects and generate chart-topping sales. So far, I’ve talked a lot about the thing you need to do, but in this final ...
  • +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
  • +3

    Robotic Selling

    Robotic Selling
    The sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling. As the economy has made sales competition fierce, companies have heavily focused on the sales process. Many, for the first time, are clearly defining all of the critical steps for their sales team. Some are even taking this ...
    Rated: +3
  • +10

    Pump Up Your Pipeline with the 5 by 5 Referral Method

    Pump Up Your Pipeline with the 5 by 5 Referral Method
    You’re probably aware that it’s getting tougher to find qualified prospects and turn them into clients. It’s getting tougher to make your numbers, and to maintain, much less increase your commissions. Working the phones, sending out direct mail, faxing fliers, buying ads, haunting the halls of the chamber networking night aren’t producing what you need. It’s time to look inward. No, ...
    Rated: +10
  • +4

    How to Keep from Losing Your Job to a Kiosk

    How to Keep from Losing Your Job to a Kiosk
    In the pulp novels of 1950’s science fiction writers, the future was a nightmarish place where machines turned on their makers, and robots took over from – or did entirely away with – their human counterparts. For countless sales professionals across the country, that future is now upon us. Only instead of robots, it’s Web sites, self-service kiosks, direct mail and ...
    Rated: +4
  • +4

    Book Review: What Your Customer Wants You to Know, by Ram Charan

    Book Review: What Your Customer Wants You to Know, by Ram Charan
    We live in an increasing commoditized world. Almost any product or service you can think of has been or is in the process of being turned into a simple commodity. And the heart of commodization is, of course, price. Who can produce the best at the cheapest price becomes the driving question for consumer decisions—and the supplier’s decisions as well. Ram ...
    Rated: +4
  • +2

    Sales Lessons Your Team Can Learn From Bill Clinton

    Sales Lessons Your Team Can Learn From Bill Clinton
    No matter how much a person hates President Bill Clinton, no one can deny his incredible resilience and relentless push for success. In fact, I have a lot of admiration for Bill as an incorrigible salesman. He is without doubt one of the greatest salesman of his time. He knows what matters and is able to focus on the vital few ...
    Rated: +2
  • +13

    Don’t Take it Personally!: How to Accept and Benefit From Criticism

    Don’t Take it Personally!:  How to Accept and Benefit From Criticism
    Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...
    Rated: +13
  • +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