Every successful sale starts with a confident salesperson. Here’s what you can do to become more confident when you sell. It's a skill. Why do I think confidence is a skill? Because you can learn to be confident. It is also an important skill for selling. You can sell without confidence, but it will be much harder to do and it will take you longer. Imagine making a … [Read more...]
Sales Strategy: Make it Easier to Buy and Sell
Part of your sales strategy should include making it easier to buy your products. What you do can make it easier for a buyer to make a purchasing decision. But, why leave your sales success in your buyer’s control? You can also make it easier to sell. Try before you buy. There are many customers who are afraid that if they buy your product or service that it might not work. … [Read more...]
Why Isn’t Your Sale Closing?
All too often salespeople find themselves in that never never land of their sales not closing. They may be so close to the situation that they don’t realize why their sales are not moving forward. See if you are doing any of the following because that’s why your sales aren’t closing. What did the customer say or do? In many companies there are weekly sales meetings. Sales … [Read more...]
Sell Yourself At Work
What is your most important sale? It’s not one of your existing customers. It’s you. Even a slightly higher salary will compound upon itself over the years when you get raises at work. So a lower salary hurts you a lot. Now do you see why you are your most important customer? You need to sell yourself at work. Don’t be modest when you sell yourself. Some people think that … [Read more...]
What is Your Sales Call Score?
The formidable, former mayor of New York, Ed Koch, was famous for asking his constituents a question. As he walked the streets of New York, he would ask, "Hey! How'm I doing?" Being typical New Yorkers they would tell him quite directly. What about your sales? You know how you are doing when you make a sale. What about when you don’t make a sale? How are you doing then? Here’s … [Read more...]
3 Simple Rules for Sales Success
1. Plan ahead. Sales strategy is good. But, what do you do if your strategy doesn’t work? For every sales strategy you plan as the A plan, you should have a B plan, too. That way if your A plan doesn’t work, you have a plan right then that you can do. It’s a better way to attempt to salvage the meeting when you’re prepared. It’s often too difficult to think on your feet about … [Read more...]
Avoid These Sales Mistakes
You know that hindsight is 20-20. What if you didn’t have to rely on hindsight to be more successful in sales? Here’s how you can save yourself the hassles in selling when you know what you need to know early in your selling. Prevent sales results from going dead. I was talking with several sales professionals and a common complaint is with what happens after the salesman … [Read more...]
Sales Tips
*Begin your selling by uncovering your customer's emotion for the sale. Prospects need to feel (emotion) before they can act--buy (logic). *Have an objective for each sales call. Your sales call success is when you achieve your objective. *Make effective referrals. When you refer someone, include in the referral WHY you are referring them. Reference their work that's … [Read more...]
Keep Your Selling Simple
I find that keeping things simple keeps the stress down. That rule applies to selling. Here are some simple ideas that will also help you sell more. 1. Sell to the easy prospects. You might have many different types of prospects like most salespeople. You may also find once you do the analysis that it’s easier to sell to some prospects over others. I recently met with a … [Read more...]
How to Sell to Customers Who Don’t Know
Have you ever thought that your job included educating customers? A recent Wall Street Journal article highlighted some interesting information about what some people don’t know. The Annenberg Public Policy Center found in a 2016 survey that 31% of respondents couldn’t name a single branch of government. As if that’s not alarming, there were the 10% of college graduates who … [Read more...]