Great salespeople master time management to get the best results from their time. Sometimes the choices get tricky when you consider what you should do. You might waste your time when your prospect’s view of a deadline is different than yours. Here’s what you can consider to get the most out of your selling time. What does a deadline time mean? Just because you have a sense … [Read more...]
Ask The Money Questions When You Sell
It’s pretty obvious that if you’re in sales that the object of your work is to sell something. But what gets you sales? The money questions do. These are the questions that you ask when you sell that actually lead to a sale. These questions demonstrate that you have a viable prospect who can buy from you now. Here’s how to ask the money questions. Don’t waste time talking to … [Read more...]
What situations advance your sales career?
During your sales calls you probably pay special attention to what your prospects say and do. You don’t want to miss something important that might show how to make the sale. There are other situations that you might find yourself in where you should also pay attention. What you do in these situations might help you advance your sales career. It’s important to know what … [Read more...]
Do You Want to Be a Sales Superstar?
I’ve noticed a few things about those people who are the best of the best in sales after all my years of working with salespeople. These top performers aren’t necessarily any smarter than other salespeople. They are different in other ways. Why not see how you compare with these very successful salespeople to see if what you’re doing will lead you to sales success? They are … [Read more...]
Are you ready for your next sales call?
Do you want to easily improve your sales results? Why not consider how you prepare for your sale calls? There are a few things to consider that will not only make you less stressed for the meeting, but will also make you more successful, too. Who is in charge? It’s your job to control the sales conversation. That does not mean that you do most or all of the talking. In fact, … [Read more...]
Getting Value Right
One of the best ways to keep your prices high and still keep your customers is to offer more value than the cost of your products. But value is one of those grey areas that means different things to different people. How do you know what value to offer? How do you know what your value is? Here are some ways to find out. It’s only value if your customer thinks it’s value. You … [Read more...]
Sales Principles to Consider
Mathematics and science are based on certain fundamentals. Gravity exists and exerts forces on all of us. Light travels at a certain speed and in theory nothing can go faster than it. What about sales? There are some sales principles that you might not think about, but you should consider. They will help you sell more. Sales principle 1. Your customer is always more important … [Read more...]
Questions Make Sales For You
You don’t need a fortune teller to see the future and help you sell. All you need to do is to ask your prospects and customers the questions that make sales for you. Which would those be? The ones that get you the information that you need to sell. Here are a few questions that work and why. Pain often motivates and uncovers real needs. Do you think your customers love … [Read more...]
Sales Obstacles to Avoid
Sales success depends on getting customers to buy and often getting those you work with to support you in your sales process. You need operations, accounting and so many other departments to serve your customers effectively. You might not realize that some people are really obstacles to your success. Here are a few types to be wary of. “I’m right because I am.” 1. Beware of … [Read more...]
Lose Like Mikaela Shiffrin
You might think that a sales professional is very different than an Olympic athlete. I think we have a lot to learn from these exceptional athletes, especially when we lose a deal. Do you think Mikaela Shiffrin was prepared for the Olympics? I think so. Yet she came in fourth for the slalom which was considered her best event. I know being fourth in the world isn’t exactly the … [Read more...]