Most frustrating for all salespeople are prospects who seem qualified and who have not told you to get lost, yet they don’t seem to move forward. You’ve invested time in this person and believe the relationship has potential. So you need a plan to ensure that every contact you make works productively to move the prospect closer to a decision, preferably in the direction of saying Yes to you.
We mostly think of “Branding” as applying to our company name and our most important products, so the idea of “personal branding” may be new to us. But when we consider other organizations, names like Elon Musk, LeBron James, and Mark Zuckerberg remind us that individuals themselves can become valuable brands as well. In the customers’ minds, sales and service reps can acquire personal branding equal to their employer’s.
When sales managers and executives stand on their soapbox, the consequences of preaching are severe, since they’re the only one participating in the meeting. Here’s how to avoid the stale, monotonous sales meetings and reinvigorate ones that create the engagement, buy-in, alignment and accountability you need to achieve greater results.
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.
To reach your goals and create the life you want in 2021, forget about resolutions. Instead, start with upgrading your attitude and making yourself the priority. Here are the first 10 of 17 radical personal commitments to make 2021 your best year yet. There is a lot to learn here, but each one can help you reach new heights of selling success.
If even your most skilled salespeople are delivering poor sales results, the cause may not be a lack of skills, pricing or products. The problem may lie in multiple aspects of your overall sales and marketing processes. This may be a good time to conduct a top-to-bottom examination of every component and make incremental improvements in all areas.
As all sales managers know, motivation can be a fleeting thing. Some days, your reps are inspired to achieve more. They are engaged, laughing on sales calls, and there’s a spring in their step as they traverse the office, guiding meetings with insight and outlining new processes for the betterment of the team. If only you could bottle this exuberance!
Do you think you’re a masterful listener? While you may demonstrate sparkles of listening brilliance at times, it’s important to be mindful of the common traps to avoid that will sabotage your communication, relationships and results.
Who needs salespeople if an Artificial Intelligence computer can listen to the customer’s needs and offer all the best solutions. Right? Nonsense! There is way more to selling that product selection and fact delivery. So don’t fear sales automation; what your customers want most from you is empathy. Empathy for your customers is your gateway to more sales.
In Part 1 of this two-part article, we have been preparing to play the sales negotiation game. We have gotten ourselves ready. We identified our negotiating partners and did some preliminaries in their style. We also did all the homework required to give us a solid background on the account. Now, let the sales negotiation games begin!