Buyers, whether consumer or business, need to make many small decisions on their path to making the final purchase decision. You, as a sales professional, need to serve as a buying consultant, helping guide each buyer through each of these steps. Skip those baby steps and rush to the close, and you will lose more than you win.
STRONG CLOSER Weekly Sales Builders – November 5, 2020
- How Sales Professionals Lead Prospects Step-by-Step To the Close
- Five Common Sales Prospecting Errors, and How to Avoid Them
- Increase Your Connections with Distant Customers and Co-Workers
- Motivating Your Sales Team to Reach New Heights
- Don’t Close and Shut Up!
- Writing Winning Sales Proposals
Sales prospecting is often considered to be a numbers game: Make 100 prospecting calls and, on average, X% will become active prospects. This basic outlook is correct, to a degree. But then why do some salespeople achieve 2X or 3X conversion to active prospects? Much of the answer is avoiding these five common prospecting errors.
Every year we increase our use of electronic communications with our customers – from phone, email and text to PDF proposals and digital contract signatures. But face-to-face contact was always the heart of our relationship building and social connection. So it is more important than ever for us to use our digital tools to build and sustain these relationships.
Motivating your sales team begins with recruiting salespeople who are intrinsically self-motivated; you can’t build high motivation if none is there to begin with. But you can build upon and improve that existing sales motivation through effective coaching and management practices.
FROM THE STRONG CLOSER ARCHIVES
“OK, I’m interested. Send me a proposal.” That’s the moment you’ve waited for: the prospect appears ready to buy, once he has reviewed the details in your proposal. In Writing Winning Proposals, Art Siegel shares what he has learned from more than 20 years of proposal writing to help you write proposals that close the business.