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.” Your job description says “sales” and you’re part of the sales team. If that’s the case, then why are you acting like a customerservice person? I’m not bashing customerservice people. Sales managers, what behavior are you rewarding?
Problem is that questions of that type do little to help the salesprocess. In fact, I’ll contend many times that they wind up harming the salesprocess. Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation.
Is your salesprocess slow or fast? Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. Your POE should be something the customer will value and be one that allows for you to get more time with the customer and learn more about them.
If you haven’t looked at your salesprocess in awhile, it could be in need of some refinement. A lot of salespeople put a salesprocess in place — and then just let it coast. The truth is, your salesprocess may suck. ” Sales Motivation Blog. . That’s right!
SellingSkills or SellingProcess? Recently I had a discussion with a sales manager who said the key to success in sales is having an effective salesprocess. A person with strong sellingskills. Strong sellingskills certainly are a beginning. customerservice.
Ways to Close More Sales By Changing Your SalesProcess. We don’t pay enough attention to our salesprocess. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Break your total salesprocess into segments. sales goals.
Customers will pay for trust and confidence. Structure your salesprocess to allow them to see it. The customer thinks you’re a loser based on how you present yourself. You wouldn’t want to do business with a loser, so why should your customers? Determine if sales is the right field for you.
What parts of your salesprocess are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your sellingprocess: 1. What percentage of my customers have done research on the internet before meeting with me? ” Sales Motivation Blog.
Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […]. Blog Closing a Sale Cold-Calling Consultative SellingCustomerService Professional SellingSkills Prospecting prospect prospecting salesprocess'
We may not think of ourselves as being self-centered, but in reality, there are too many situations where we become exactly that when we are with a customer. We need to be continually assessing our salesprocess and challenging ourselves on these six items and ask ourselves how close we are coming to doing them.
If I asked you what has changed in the last year with regard to your salesprocess, what would you say? Too bad because your customers have changed. If your customers have changed, how do you expect to be successful if you haven’t changed too?
” I say that because the salesprocess is never perfect, despite how much people may want to benchmark results. The more you can get the customer to focus on their big issue, the more likely they are to realize the price is not an issue. Copyright 2013, Mark Hunter “The Sales Hunter.”
Ask yourself what can you do to speed up the salesprocess, not to merely close easy sales, but to get the sale that otherwise would not have occurred using a drawn out slow process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.
The price is built around the level of confidence the customer has in being able to achieve the level of expectations they are looking for. With the level of confidence so high, it means 100% of the salesprocess should be centered around building confidence in the customer’s mind.
I can’t answer this question for you, because every product and sales environment is unique. However, you do need to dig into your particular answers, or your salesprocess will always be tarnished by insecurity. And the customer will not only see it, but also will capitalize on it. ” Sales Motivation Blog.
Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. Sales leadership is about leading the customer, yet I find too many salespeople think they’re leading because they have a great salesprocess.
That exact rule applies, regardless of what we’re selling. Is your salesprocess geared around presenting a cost or inviting someone to make an investment? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.
Do we have to negotiate to be successful in sales? This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. The reason is simple – If you’re successful in selling, then you don’t have to negotiate.
The problem was he thought he was so successful because of his sellingskills and the way he could quickly size up a customer and close the deal. I’ll argue his “expertise” was holding him back from selling more. Problem with this salesperson is he thought the reason for his success was his expertise.
Not only does the customer have access to more knowledge, but the entire closing process has changed. Inside salespeople need to ensure the inside salesprocess can continue over an extended period of time, if it should come to that. Sales Training Tip #379: A Benefit? Only if Your Customer Thinks So.
I like to share this example as a way of getting salespeople to realize the importance they play in the saleprocess. If the salesperson doesn’t display confidence, then it becomes that much harder for the customer to gain confidence. Sales Motivation: Can Too Much Confidence Hurt You? customerservice.
I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the salesprocess. More importantly, they blow up several of the myths most people have come to believe regarding sales.
This is what the sellingprocess is all about. The customer will be far more truthful with you during the salesprocess phase than they will be during the negotiation phase. Want more ideas on sales negotiation strategies? customerservice. high profit selling. phone sales tips.
Lesson learned for sales: We need to examine each step in our salesprocess. Too many times when we aren’t able to close a sale and even when we do close a sale, we fail to look at what we did right and where we could improve. Miami Heat and Sales Motivation Lessons. customerservice.
The questions only solicit the answers that are favorable to the sales amateur and bring pressure to the salesprocess. ” Phase 4: Open-Ended Questions (Sales Novice). Sales Training Tip #175: Ask the Right Type of Questions. Sales Motivation: Are You Dealing with Prospects or Suspects? sales goals.
Even—or especially—in tough economic times, investing in your organization’s customerservice function is critical for your overall business and profitability strategy. Savvy distributors are providing their service department with consultative sellingskills training so they are able to: 1. Conclusion.
Since the fake salesperson knows the customer better than anyone else, they will know best what price the customer can afford to pay. They firmly believe there’s no sense in drawing out the salesprocess, and the best way to speed things along is by putting an amazingly low price on the table quickly. sales goals.
Use them as a way to find out new information you can use now and as a sounding board as to the effectiveness of your salesprocess. Always be improving your sales prospecting and sales closing processes. These are the two most critical areas of the salesprocess. customerservice.
No, bad customers can pop up anywhere, but if a company has more than its share of bad salespeople, they’ll have a whole lot more bad customers. Reason I say this is bad salespeople are typically bad because they don’t have a good salesprocess.
As much as we want to be able to secure an order, there are other things we have to be selling too. What I’m talking about here is many of the other elements that are going on during the salesprocess. First and foremost, it’s the selling of you.
I’m not going to say what your checklist should look like, as there are far too many different salesprocesses out there, but here are a couple of items I would have on a checklist: What do I intend to learn on this call? If it’s good enough for pilots, then it should be good enough for salespeople.
Although you might think you’ve done a good job, what you’ve really done is give the customer an excuse to end the meeting. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information.
Looking at the four questions above, there is not one that is better than another, as it all depends on the situation and where you are in the salesprocess. Use the first three questions right after the customer has shared with you something. Use the last question as a great way to gain input early on in the salesprocess.
The magic is in helping to build your confidence and sales motivation, because you will be reminded that you you help customers. Make asking for testimonial letters part of the salesprocess. Clients will help you out, especially if they know the letter is only going to be used in one-on-one customer meetings.
Called a brilliant sales tactician, Tibor helps organizations execute their strategy by using the EDGE SalesProcess to create the perfect combination of strategy, tactics and skills to ensure execution. You can read the Renbor Sales Solutions blog, The Pipeline , and follow Tibor on Twitter @Renbor. sales goals.
In this sales tip video, I share how you can get the customer to open up by using what I feel is one of the sales techniques to get the customer talking. The best way to get the customer engaged in the salesprocess is by asking them short questions.
Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. customerservice. sales goals.
Using it early in the call can help you get the customer involved. Either way it helps you move the salesprocess forward. Far too many sales calls are nothing more than one-sided conversations that should really be referred to as a bad lecture from a boring professor.
One of the easiest ways to put this into practice as part of your sales motivation is by selecting one item in your salesprocess you want to improve. It might be the number of sales prospecting calls you make; it might be the speed with which you follow-up with customers; or it might be something else entirely.
The reason I like this approach is it’s about finding opportunities and prospecting that build on the strengths of your existing salesprocess and company. The beauty is it doesn’t dictate a structural change in the company. For many salespeople this means getting outside of their comfort zone.
Customers are far more likely to reveal to you critical and truthful information when they do not feel rushed or threatened. One of the best ways to find out a customer’s timeline for making a decision is by asking them early in the salesprocess. People tend to repeat themselves.
Think about the selling potential of customerservice and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. Think about ineffective salesprocesses, inconsistent messaging, insufficient customer experiences and the need for strategic integration. .
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