Sellers can inadvertently cause push a buyer away and prevent a sale. They might say something that shuts down the conversation or their follow-up might be slow and/or ineffective. To prevent those problems, sellers must prepare, rehearse, and have a plan.
The secret to successful improv comedy is the same technique that keeps sales conversations moving forward. It’s all about saying “yes, and.” Listen as Michael Port, author of the book Steal the Show, explains how sellers can use that tactic, why you must rehearse in order to be spontaneous, and the best way to close a deal.
You might think a lead generation campaign isn’t delivering any leads. However, the problem may be with your organization’s lead follow-up system. Follow these guidelines to ensure your team knows how to respond to buyer inquiries and ensures opportunities move forward.
Uncovering which sales reps are driving success within your sales team and who is holding the team back is not hard to figure out. By collecting key metrics and analyzing them using the right tools, sales managers can see who the real stars are and who is wasting efforts.
Telemarketers care more about closing sales than the needs of the buyer. Sometimes other sellers unintentionally play the same game. They call on clients only when there’s a sales opportunity. To keep from making that mistake, stay in contact with clients in between projects. Here are some ways to do that.
When salespeople struggle to win deals and meet their goals, several things might be causing the problem. It could be because they don’t know how to have conversations with buyers or write effective emails. Or it could be because of issues with sales management.
Sales experts have said the phone is the best sales tool. It can be even more effective, however, when used along with email—when you use email to familiarize prospects with your product and company. By essentially pre-selling, they will be 80% sold when you talk with them on the phone, says email specialist Ben Settle.
The power of persuasion comes from listening—really listening—and observing the person. And then when you speak, acknowledge what you’ve heard and link it to the larger outcome the person is pursuing. Once others feel seen and heard, they will be more open to listening to you.
Every sales professional wants to sell more and sell faster. They can do that by applying Lean principles. If you follow these three Lean Selling steps, you will eliminate sales waste, cut your sales cycle in half, and close up to twice as much business without having to find additional prospects.
If your sales team isn’t hitting its numbers, it might be time to look in the mirror and make sure you aren’t contributing to the problem. Here are three questions to ask yourself to determine if your leadership skills are causing positive or negative sales results.