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STRONG CLOSER Weekly Sales Builders – December 1, 2020

  • How to Create Incentives that Motivate Top Sales Performance
  • Why You Fail in Changing Your Selling Habits (And What to Do Instead)
  • Telephone Selling: The Literature Follow-up Call
  • Providing Outstanding Customer Service After the Sale
  • Turning a Non-Sale Into a Referral Sale
  • Know Your Buying Signals and be Ready To Close on Them

How to Create Incentives that Motivate Top Sales Performance

by Keith Rosen

Have you noticed how most of your incentive programs are typically won by your top performers? Then you need a different approach so that everyone has a fair chance to be a winner. Learn to create programs that motivate the rest of your team to win as well.

Why You Fail in Changing Your Selling Habits (And What to Do Instead)

by David Fisher

If every day was a new day, and we had totally new tasks to perform, we would need to spend most of our time just learning new things. So habitual practices make us more efficient; we have “a way” of doing most anything. But what if we’ve developed bad habits that no longer serve us well? We’d better do something about them now!

Telephone Selling: The Literature Follow-Up Call

by Art Siegel

Many sales cycles begin with a prospect who calls or e-mails with a request to “send me some literature.” They are shopping around and want to acquire an overview of their options. After they have had time to receive the information and look it over, you need to follow up with a phone call.

Providing Outstanding Customer Service After The Sale

by Tim Connor

Whether it is an official part of your job to oversee service after the sale, or you hand off delivery and implementation to another department, it is very much in your interest to stay involved after the sale. After all, a satisfied current customer is much more valuable to you than a brand-new prospect with unknown future potential. Here are 12 prescriptions for maximizing customer retention.

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SALES TIPS FROM STRONG CLOSER READERS

Turning A Non-Sale Into A Referral Sale

One day in March, I got a call from a man saying he received my business card from a friend and that he was a technical recruiter. He wanted to know if I would be interested in taking on any contractual work. I told him I was in business for myself and described what services and products I had to offer.

Unfortunately, I wasn’t the person for the job. But I told him that because we are both in the same industry, we should exchange leads. The recruiter loved the idea, and we exchanged referrals within the next few days. From one of these referrals, I landed an online training subscription sale from one of his contractual workers looking for a MCSE certification. And the recruiter received a lead for an Oracle DBA. We both won that time.

K. Essenmacher, Walled Lake, MI

Read in-depth articles about Referral Selling and other prospecting topics

Do you have a great tip for Strong Closer Readers? Click HERE to submit your tip, and we’ll let you know if we can use it.

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FROM THE STRONG CLOSER ARCHIVES

 

Know Your Buying Signals and be Ready to Close on Them

by Art Siegel

It would be great if every customer just let you know, “OK, I’ll take it.” Sometimes they make it that clear, but more often they consciously or unconsciously communicate to you that they might be ready to become a buyer. Listen for these buying signals and be ready to follow down their remaining small-point-questioning path to the close.

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