Questions To Qualify A Prospect
A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.
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.
5 Strategies For Smarter Sales Targeting
So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.
The History of Sales Methodology – Part 3 (1990s – 2010’s)
Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..
Networking At A Conference – How To!
After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.
How To Sell More Without Social Media?
Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
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.
The Answer Is Always No, Unless You Ask.
The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.
9 Enormous Mistakes Salespeople Make and Their Causes
Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
“I don’t have budget” – what to do next
You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.
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