Expect the unexpected could be the slogan for sales. Yet some things are predictable. There will be times when prospects and customers don’t see your point of view. Your response could help you sell or make you miss the sale. Be prepared for push back. A good salesperson prepares for every sales call. One piece of the preparation is to consider how the sales call could get … [Read more...]
What should your sales preparation include?
Sales Quote After the game is before the game.” - Sepp Herberger For Salespeople When does your selling start? It should start will before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here are the essentials: 1. Set your sales call objective. What’s the … [Read more...]
Sales preparation counts.
"After the game is before the game." - Sepp Herberger, Manager of the '54 FIFA World Cup Soccer winners For Salespeople... When does your selling start? Your sales preparation should start well before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here … [Read more...]
Sell more by selling to the right prospects
Here's how I know someone is not going to make their sales goals. I ask them to describe an ideal prospect. Their response? Everyone is a prospect! Wrong. Everyone is not your prospect because you can't be all things to all customers. Here's how you can find the customers who you are most likely to sell to. … [Read more...]
The Sales Call Checklist
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...]