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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 [...]
What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? At what point during the sales process are they doing [...]
The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and the new salesperson is the one most likely [...]
Do you struggle keeping your prospect or customer engaged after the sales call? This is a big challenge, but it is not insurmountable. There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Check out the below video to hear more about these prospecting [...]
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 [...]
