Phil Kriendler, owner of a multi-million dollar sales consulting business, says this is how the sales process works in reality: Salespeople do 70% of the talking. The first opportunity they have, they go on and on about the features and benefits their company offers. Of course, when asked, salespeople always say they spend 80% [...]
You’ve made this big mistake. Every salesperson or business owner has. Many without even realizing it. So hopefully, after you learn about it, you can learn what to do so it almost never happens. The mistake: following up with leads that will either: Become customers you can’t wait to get rid of, or Never [...]
“Salesman.” What picture pops into your mind when you hear that word? If you’re like me, and most other people, it’s not a good one. You think of that guy with the sleazy smile, perfect teeth, and sharp suit who wants you to buy now. Because, after all, he has a deal that’s only [...]
Have you ever thought of your sales process like this? Every word you say. Every word your prospect reads. Your tone of voice. Your website design. Every last detail affects whether or not they'll buy from you. So here's what you might be doing with your proposals that causes you to lose deals: 1. [...]
Ahhh...the American free market. It may be the greatest invention of any society to date. But it has its cons too... What if your competitors start dropping their prices to snatch up your customers? That's a good thing for the market. But a MAJOR obstacle for you! In her post on a similar topic, [...]
Worth more than $70 billion, arguably the greatest investor of all-time, and one of the best business minds ever, you have to agree Warren Buffet is a resounding success. But, he admits, he made a $100 billion mistake in 1967, when first starting his investing career. Back then, he ran a hedge fund. Rather [...]
You just promoted you "sales superstar" to manager... But you haven't seen any noticeable improvement in overall sales performance since they took over! What gives? Well, truth be told, selling and leader salespeople are two completely different skills. If your top salesperson isn't great at leading people, it simply may not be their skill. No sweat. [...]
Founded in December 2002, LinkedIn now boasts more than 380 million users. The network gets 2 new members every second. That makes it the 3rd most popular social network in the world - right behind China's Qzone and, of course, Facebook. And don't forget about the anecdotal evidence. Ask anyone the best social site for [...]
"Hi Sally, just checking in to see..." "Hello Sally, hope all is well with you..." "Hello Sally, I'm reaching out to see..." "Hello, Sally, I'm touching base to..." Do you know how many e-mails like these prospects see daily? They don't incent interest or action. So, your prospects disengage, and you don't close any [...]
You and your prospect agreed to a price and date to begin service. Then, when you sent the forms to sign...nothing. Did your weeks and months of hard work go down the drain for naught? What did you do to get your prospect to act? You did do something to incent them to act, [...]
