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...]
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...]
Why Not Have Your Best Sales Year Yet?
At the end of every year you get to look back at your year and how well you did. Here are the rules that I practice to have a successful sales year. Why don’t you try them so you can have your best sales year yet? Rule #1. I will set valid sales call objectives for each sales call. You will certainly not have your best year yet if you make a sales call and tell your customer … [Read more...]
Sales Goals and Removing the Obstacles In Your Way
Salespeople without goals are often the least successful salespeople in their group. Here’s the type of thinking you need to be sure that you can take advantage of the opportunities that come your way and for you to sell more. What do you want long term? You can’t make a plan without a goal. Your goals tell you which direction to head and often determine the choices you … [Read more...]
Can Your Customers Help You Sell?
You can make your selling easier. One of the ways you can do it is by getting your customers to help you sell. Here are some strategies that you can implement while you sell so you get some more help from your customers. Explain your sales process. How would you respond to a customer who had a problem and didn’t come to you so that you could address it? I’ll bet you would be … [Read more...]
Changing A Prospect’s Mind Is What Selling Is All About
You may find that your selling often involves the delicate task of modifying your prospect’s thinking and behavior. He may think that there’s little reason to buy from you now. You might be thinking the exact opposite because you know your work would improve his situation, reduce a cost, avoid a cost or increase revenue. So how do you change his mind? You sell. Understand what … [Read more...]
Look at Your Selling With a Fresh Pair of Eyes
Do you remember that feeling of starting fresh when you headed back to school? This is the perfect time to revisit that attitude for sales even if you are not off to school. Why not take a fresh look at your selling? Take another look at your ideal prospect. Your ideal prospects should change as you gain more expertise and the market changes. What might have seemed like the … [Read more...]
Selling an Intangible
You might have noticed that it’s easier to sell a tangible (one you can touch) item than it is to sell an intangible (one you can't.) I’ve never heard someone wake up in the morning and say, “I’m in the mood to go and buy insurance today” unless they just experienced major damage to their home. You do hear people say, “I’m in the mood for ice cream” or “I want a new iPhone” or … [Read more...]