The Prospect Calling Code: A Guide to Keeping Prospects on the Phone
Getting prospects on the phone is hard enough; keeping them on the phone can be even harder. Follow a few sales call guidelines to keep your prospects from hanging up on you. Ask Permission Before you...
View ArticleMeeting Objections at the Close of a Sale
Objections almost always arise at the end of a deal. It’s a prospect’s final opportunity to back out, and prospects want to be 100% sure that buying your products or services is a good idea....
View ArticleAvoiding Last Minute Deal Breakers
The issues that arise during the closing phase of a sale are arguably the most frustrating part of B2B selling. After putting blood, sweat, and tears into a sale, a flurry of questions, objections, and...
View ArticleSmooth Selling: A Voyage of Sales Prospect Discovery
Engaging a prospect requires efficient pre-call research. Unfortunately, sales intelligence can be faulty and a drain on your time. Follow these tips to put what information you have to best use,...
View ArticleThe 2 Reasons Why You Really Lose a Sale
It’s a rare sales rep who’s never lost a deal. We have to lose sales at one point or another. It’s also easy to blame a loss on something out of our control. “Our product is inadequately priced,” you...
View ArticleThe 4 Phases of Customer Evolution
Customer evolution is the full-circle sales cycle in which prospects evolve into customers, then become returning customers, then turn into former customers, who eventually evolve back into prospects....
View Article10 Questions You Need to Answer Before You Can Close a Sale
Every sales expert will tell you that the key to closing a sale is accurate lead qualification. So before you even begin to think about closing, you need to make sure you’ve done your homework. Use...
View ArticleCreating a Sales Incentive Program that Works
The right sales incentive program motivates your employees to make more sales, and injects a little extra fun into their day-to-day jobs. However, not all sales incentive programs are made equal. An...
View ArticleWhy Relationships Matter to Sales
When the Harvard Business Review published data that suggested sales is not about building relationships, a lot of salespeople scratched their heads. For decades, sales was all about relationships,...
View ArticleThe 4-Letter Words You Never Want to Hear From a Sales Rep
When the time comes for sales reps’ to get their prospects on the phone, they have a lot to remember. What are their openers? What are their objectives? Do they know their prospects well enough? What...
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