by Strong Closer Editorial Team
People buy your product or service because they believe something good will happen as a result of the purchase. This is especially true for highly experienced business buyers who have seen it all and heard all the promises from everyone else. They buy to satisfy some specific purpose, and they look for results in satisfying that purpose.
by Strong Closer Editorial Team
At this point in the year, it is probably clear which of your salespeople will have a relatively strong year and which ones will not. Clearly, the general business disruptions caused by COVID-19 have affected most companies, but some sales reps still outperform, and some underperform. Before you write off those who have been slipping, read these strategies for turning around a marginal sales performer.
by Bill Cates
Many salespeople constantly ask for referrals but receive few of them, even from customers who are very satisfied. Or they receive unqualified referrals that end up wasting their time. The problem is that these salespeople haven’t learned that there is a structured process needed to ask for, and actual receive the best referrals.
by Art Sobczak
Some sales transactions take just a few minutes from beginning to end; others drag on for months. Whether long or short, they all consist of discrete customer buying stages. At all times during the selling process, you need to know where buyers are in these stages and manage your selling process to best fit each of them. Rush a step in the customer buying stages, or skip a step, and you may never recover.
