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How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them [...]
Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. When you do this, you will be able to close faster and at better profit margins. Check out the below video to see what I [...]
When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. This goes [...]
Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying [...]
Why not make every customer a buyer? Sure makes life easier for you, and as we all know about sales, momentum creates momentum. We’ve all seen situations where it seems like the business just won’t stop, and it all starts with the first sale. For that reason, let’s make every customer a buyer. Yes, you [...]
