I recently attended a search engine optimization program where I was asked to create a Sales Call Checklist. Here it is: The Sales Call Checklist to Sell More Now Yes No I visit the customer’s website thoroughly before the sales call. [ ] [ ] I research the likely problem/need/want that this prospect might have. [ ] [ ] I develop the question … [Read more...]
Don’t Make This Sales Mistake
There are salespeople (inexperienced ones I think) who early in the sales call will talk about price. In the first 10 minutes of the sales call they will say, “I think I can save you some money on your (product). Can I get you a quote? Quoting prices isn’t selling. In fact, you don’t even need a human being to quote prices today. The only way you can quote prices early in the … [Read more...]
You can close the sales that aren’t closing
What’s your worst sales nightmare? Is it thinking you are ready to close the sale only to find out you don’t have the deal yet? It’s not over till it’s over and you may have more work to do. Here’s where you can start. Move it forward. There are prospects who tell you they want to buy and it just doesn’t happen. Maybe your prospect really isn’t convinced there’s a reason to … [Read more...]
Could you create copycat buyers?
Copycats are a good thing. Social copying is the phenomenon of looking to other people to show us what to do. That's what a TV track taps into. It shows us where to laugh and we feel better knowing that we’re part of the group. We also eat at crowded restaurants because it allows us to copy the other people who have chosen what we believe to be a good restaurant. Think of … [Read more...]