Salespeople won’t always get the call back, get the appointment, get to meet the decision maker, or get the order. Now it is, of course, unreasonable to expect to always get what we want. But, it is reasonable to believe that we might get what we want more often if we changed the way we asked for it. The sad fact is that one of the reasons we struggle to get sales results is because we simply don’t ask for what we want - or we don’t ask for it directly. Here are five types of questions that few salespeople ask that can move the sales cycle along and help you achieve your goals.
Having carried a bag and managed sales organizations before, we understand that there will be times when it may be necessary to attempt to close an opportunity before it’s really ready. The manager needs the sale in order to ‘keep the lights on’ or worse yet, the sales person needs the close to remain employed. In this case, the sales manager needs to discuss the situation with the sales person and explain to him/her why it is necessary to attempt to ‘accelerate’ the sales process.
I love everything about sales and the psychology of selling and I read as much as I can on the subject. I always have a book with me to learn from, to inspire me and to keep me on the sales edge so that I am constantly refining the processes and strategies that I teach in my books, audios, DVDs and seminars…
As you might expect I am not particularly squeamish when it comes to closing people down however over the last few nights I have been reading a book on closing written in the mid-1980’s. It is appalling and what’s more some of the tactics in it are based on the cheesiest of theories. Here’s one tip from the sales training book…
The word "soft" is enough to turn off any hard-driving business executive. After all, doesn't it indicate a salesperson who can't stand their ground, is in touch with their inner child and can't negotiate the tough business deals? NOT.
Research supports the power of soft skills, often referred to as "emotional intelligence" skills. They're the new weapon for companies competing in a global, information-loaded world. It's no longer enough to hire a person with the highest IQ, unless that IQ is accompanied by high emotional intelligence.
What is emotional intelligence? It's a person's ability to perceive their emotions, understand why...Read more at
The August Edition of SOLD Magazine is out! Be ready to uncover the myths and secrets of cold calling and find out a bunch of highly practical tips on how to generate great leads. Cold calling demystified – the August Edition of SOLD is here at your disposal. Don’t hesitate to subscribe, it’s FREE http://www.soldlab.com/subscribe/
We all know the B2B buying process for IT products priced at $50k or higher is complex. There are more people involved with different stakes in the ground. BtoB's Lead Generation Guide wrote about how the Sirius Decisions 2011 B-to-B Buyer's Journey survey highlights just how important knowing about these perceptions can be.
The survey identified 5 types of buyers involved in the IT purchase decision:
Champions - 42% are key sponsors of the purchase
Influencers - 16% are trusted ....Read more at http://www.soldlab.com/match-content-to-buyer/
Improve Your Negotiation Skills To Improve Your Bottom Line
"What's your best price?"
"That's too expensive."
"Your competitor is selling the same thing for…."
Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively. Here are five strategies that will help you improve your negotiation skills and drive more dollars to your bottom line:
1) Learn to flinch.
The flinch is one of the oldest negotiation tactics but one of the least used. A flinch is a visible reaction to an offer or price. The objective of this negotiation tactic is to make...Read more at http://www.soldlab.com/news/2011/8/17/5-ways-to-negotiate-more-effectively-to-read-more-sales.html
Everyone who wants to increase sales in the next 3 months raise your hand… Good! The question is how do you make sure the spike in sales and activity becomes the “new normal” of your sales team?
What you’ll take away from this seminar:
Email prospecting can be a very effective way to reach key contacts and turn them into sales leads.For that to happen, you want to master the Glimpse Factor and give your prospects a reason to respond to your message.
1. Doing your homework is key.
A number of sellers pointed out that what makes their email so relevant is the research they do beforehand. When it comes to understanding your prospect's business – not to mention the challenges he or she is facing right now – there's no substitute for doing a little bit of reading. You don't need an in-depth survey, 10 or 15 minutes for top prospects will give you the information you need to personalize your message.
2. Be current and relevant.
Set up Google alerts or a similar newsfeed to...Read more at http://www.soldlab.com/news/2011/7/19/8-tips-for-increasing-your-email-prospecting-response-rate.html