Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions
You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.
The Rise Of The Silent Sales Floor Is Killing Business
Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.
4 Ways To Convert More Proposals Into Sales
The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.
Why You Need Create Opportunities and Not Just Find Them
Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
Video Conferencing – 10 Practical Tips
Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.
Objection Handling – The Special Sauce
Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.
9 Strategies To Improve Online Sales Meetings And Close More Deals
There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.
Discounting Erodes Trust
Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.
Cracking The Myth Of Sales Hunters & Farmers
Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.
What You Need to Know About Pitching Over Email
Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.
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