Have you considered using a pilot program as a strategy to get the sale? Your prospects might want a pilot program to try your product or service before they make a major buying commitment. Pilot programs can persuade your prospect to buy. A poorly planned pilot program will not. Here’s what you can do to create a pilot program for your products or services that does get the … [Read more...]
Don’t Get Ghosted by Prospects!
One of selling’s great frustrations is when prospects ghost you. You probably know what I mean. You have productive meetings with prospects. Your sales process is moving forward. You go from meeting to demo to what you think is the deal. Then nothing. Your prospect is ghosting you. What can you do so you don’t get ghosted by prospects? Face it. Your sales process is flawed … [Read more...]
Sales Vision:
What to Look for to Avoid Losing Customers You may have heard hindsight is 20/20. In sales you don’t have the luxury of hindsight. Most probably when you look back on your sales history it’s to wonder how you lost a piece of business. Having sales vision helps you avoid losing customers instead of looking back. Here’s what you should look for with your sales … [Read more...]
Sell On The Telephone: 3 Rules to Follow
You probably wish that call screening didn’t exist today. Without screening a prospect would be more likely to pick up the phone. Stop wishing. Instead, practice these 3 rules to sell more on the telephone. 1. Less is more when you sell on the telephone. Each second—yes second—is precious. Don’t waste them! Each word you say should make your prospect to want to hear … [Read more...]
Problem Solving 101: Make Decisions Easier
Problem solving and making good decisions are the foundation of selling. You’ve got to decide who your prospects should be, how to navigate customer politics, deliver price increases and on and on. Deciding isn’t easy. Here are some thoughts to make decisions easier. Ideally, your problem solving decisions will be better ones as well. Make decisions easier by getting past … [Read more...]
How Are Your Customers Judging You?
Bathrooms are often the first stop that passengers make at an airport. Clean, uncrowded bathrooms that are easy to find are a huge factor in how well-liked an airport is. What’s even more important is that the bathroom cleanliness impacts whether travelers will purchase food or shop at airport stores. Travelers’ satisfaction with bathrooms predicts sales … [Read more...]
NO is An Important Word in Selling
No and yes are important words that impact your selling. Prospects say no when they don’t want to buy. That’s a no in selling to avoid. Other times you need to tell yourself no when a prospect is unlikely to buy. Here’s how you can get both the yeses you want, the noes to avoid and the noes you need to sell more. No Budget is often an important no in selling. Too … [Read more...]
Sales Interview: Your Next Sale Is Your Job
At some point in your career I’ll bet you will be interviewing for a sales position. Recently a client asked me to interview candidates for a sales position. Some of the candidates’ performance was surprising. Some made some basic mistakes and others didn’t do all they could for the best consideration. Here are some tactics for your job interview the next time you’re looking … [Read more...]
Anticipate Problems and Save Time in Sales
What strategy do you use to save time? Maybe you avoid multi-tasking or you automate certain functions. I have another way. Anticipate problems. Here’s how you can save time in sales and also lower your blood pressure. How do you anticipate problems? You can save a lot of time in sales (and lower your blood pressure) when you avoid problems. Think about a time, after an … [Read more...]
Little Things in Sales Strategy Give Big Differences in Sales Results
Legendary Basketball Coach, John Wooden said, “It's the little details that are vital. Little things make big things happen.” In sales, the little things make big sales happen. Here are a few little things that you can implement in your sales strategy to produce big differences in your sales results. Incorporate your customer’s emotions in your sales strategy. Some … [Read more...]