SALES TIPS FROM STRONG CLOSER READERS
Whether in work, sports, friendships or family matters, the best outcomes always come from teamwork. Each individual has needs they must express and ideas on how to achieve the best outcomes; this is a well-understood truth. But achieving real collaboration this way can be difficult. Here are ideas on how you can achieve greater results when you collaborate with your customers.
You’re often torn: Your customers keep asking you to lower your price, and you’ll sell more if you do. On the other hand, you and your company make more money if you hold the price line. And once you lower your pricing, it is very difficult to restore it next time. You can reconcile this conflict when you know how to respond to “Your Price Is Too High.”
Whether or not you achieve your sales plan this year will depend heavily on your ability to hire high-quality sales talent for every territory. The internet makes it easier than ever to locate large numbers of applicants, but it increases the need to carefully sort the best applicants from the crowd. Here are ten ways to hire top sales talent.
As a sales professional, you know the importance of translating the Features of your solution into Benefits. But how well those benefits are perceived by your customers depends a great deal on the way you communicate them. That’s where the value of good storytelling comes in, leading to your closing more sales.
In most careers, and in life in general, success tends to be measured over long spans of time. Selling is unique in that we have the long-term goals to achieve, but we also measure our success on every lead, every sales call, every attempted close and every sales period. We need to define our own measure of sales career success.
We are all stressed out by the increasingly complex requirements of our work. So we tend to be impatient. We talk too much when we should be listening. We form rapid judgements. But as salespeople, we operate in a world where more dollars are generated by the quality of our customer interactions rather than by the quantity. So it is time to take a look at our bad sales habits.
Have you recently reviewed your list of prospects who said “No” to you in the past? No then doesn’t necessarily mean No now, but you can’t count on customers to call you and say they are now ready. Learn the secrets to bringing these catatonic selling opportunities back from the grave.