Unless you plan to win the lottery this year, you’ve got some selling work to do to be successful. I don’t play the lottery. I would much rather bet on myself. How about you? Here are 3 selling strategies for you to be successful in sales this year. Selling Strategy 1. Do you know what you’re supposed to do? I just learned something very surprising from a management … [Read more...]
Archives for February 2015
What should your sales preparation include?
Sales Quote After the game is before the game.” - Sepp Herberger For Salespeople When does your selling start? It should start will before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here are the essentials: 1. Set your sales call objective. What’s the … [Read more...]
When should you stop selling?
You’ve identified a viable prospect. You make the sales call. During the sales call you get resistance from your prospect. Do you push for the sale or do you realize it’s time to stop selling? Sometimes it’s time to stop selling. Sometimes you learn the unexpected. When you decided to make the sales call, there was a reason you thought that the prospect could and should buy … [Read more...]
Sales and Operations=More Sales
What's sales have to do with operations? Everything if you want to sell more. Think about who you could invite to your next sales meeting. Are you thinking you should invite people from operations? That department might not be the one that comes to mind. You may be thinking, what would operations people have to contribute to a sales meeting? That’s not the point. Salespeople … [Read more...]
Ask questions to sell more
Here's a recent interview I did with the Call Reluctance Coach, Connie Kadansky. We talked about the questions to ask that sell. She asked me to discuss: 1. Why is questioning strategy so important to sell? 2. What's one of the most important questions to ask in sales? 3. Do you have a questioning strategy that you find effective? 4. How can salespeople improve their … [Read more...]
Shorten Your Sales Cycle
There are too may ways in your sales process that a sale can be delayed. All those delays add time to your sales cycle and cost you money. Instead of delaying the sale, you should be looking for ways to shorten your sales cycle. Only make sales calls when you have the possibility of a sale Every sales activity has a cost. It costs you time to make a telephone call, to meet a … [Read more...]