If your sales budget is based on a calendar year, you’re probably working hard right now to close as much business as possible over the next three months. But how many deals do you have ready to close in January, February and March? Especially during this very difficult year, many of your prospective customers are delaying purchases. So you need to lay the groundwork for the year ahead.
Networking events are a great opportunity to meet and get to know people who might help grow your business – as customers or as associates with whom you can exchange leads and referrals. But you have only a brief opportunity to make a first impression. Your well-planned 20-second networking informercial must engage and interest people you meet, and open the door to new opportunities.
Whether to a cold prospect or a long-time customer, your telesales call is always an interruption and seldom occurs at a convenient time for the customer. What you say in the first moments of that call determines whether the customer becomes engaged or cuts you off to end the call. So your opening is EVERYTHING in a telesales call.
If your selling involves a one-call close on the phone, skip this article. But if you need that face-to-face appointment to close or to begin a multi-step sales process, then you need a cold-calling strategy that builds enough customer interest to agree to an initial meeting with you.
Everyone at a networking event is there to develop new business or to reinforce current relationships. So how can you make yourself stand out in a crowd of people who all have their own agendas? Try these six ways to capture the attention of others at your next networking event.
What is your position in your company? What does you customer want your position to be? You can be anyone your customer wants you to be if you follow this simple advice.
Cold calling is the hardest thing we do in selling, with the highest rejection rate we will face in any aspect of our lives. But it is also essential to our success, so we need to get over out innate resistance. Here’s how to overcome your sales call reluctance.
When a customer is making a major purchase decision, especially for something they buy infrequently, there can be substantial decision hesitation. It’s your job to fully understand all of the customer’s needs in order for them to trust you enough to buy.
Receiving a referral from a satisfied customer or business associate is an important first step. But even a strong referral does not guarantee sales success. As with any new prospective customer, the initial steps you take to establish rapport and keep the prospect interested will make all the difference.
When people think of “mindfulness” their minds are often filled with images of monks calmly meditating in a lotus position next to a flowing stream. They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation.