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% [...]
“Your price is too high.” “Call me in six months.” “No way!” Beginning sales people dread objections. And experienced sales people don’t even know what they sound like. Isn’t the ideal really to never even experience objections in the first place? What a dream that would be! Of course, it’s impossible to prevent all [...]
I was participating in a LinkedIn group for sales execs lately, and the question came up,”How do I add urgency to contracts so prospects sign faster?” It was an interesting question that sparked a lot of discussion. And I’m guessing that since someone asked that question, many of you have it too. Let me [...]
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 been on the receiving end of sales calls you don’t want? For example, have you ever been contacted by a robodialer? What about being contacted by one at 4 AM in regard to a conference you never signed up for in the first place? Have you had the sales person lie [...]
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. [...]
Time-saver alert: knowing why your prospect wants to meet with you tells you whether it's even worth your time to meet with them. Remember, no matter how good of a salesperson you are, not every deal is closable. In fact, how many of your deals are closable depends in large part on the quality [...]
60% of the buying process - that's the stat you'll see most sales trainers, coaches, and thought leaders tell you. That's how much of the sales process your buyer completes before even talking to you. So what do you do about that? What Most Companies Do Most throw their arms up in the air [...]
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, [...]
