Much of your business success is limited directly to the success of the sales team. So doesn’t it make sense to settle for nothing less than a sales team of top performers? Think about all of the time and money you put into all of…
Do you manage a sales force geared for mediocrity or excellence? Are clear lines of performance standards communicated to your salespeople? Do you measure the results of your salespeople? Make no mistake about it, sales management is performance management. Sales management is about coaching and…
A stall sounds like, “let me think about it” or “I need to see what my wife thinks.” An objection sounds like, “The price is a little more than I care to spend” or “We have plenty in stock right now” or “I don’t know…
It can be easy for anyone in any profession to forget to perform the basics. When a salesperson strays from the basics it can mean the difference between closing the sale or not; lost revenue opportunities can never translate into something good. It pays to…
Upselling is simply the process of selling additional products or upgrades to your customers. If you are not doing everything possible to sell additional products or services to your existing customers, you are leaving money on the table. Upselling is easily one of the easiest…
You cannot close a sale you never open. Many sales people don’t lose sales because they fail to close, but because they can’t effectively open the sale. Studies have shown the major reason that potential customers fail to make a purchase is due to the…
How do you turn hesitant prospects into customers? Within any sales team, why do the same salespeople, month in and month out, sell more than the others? The sales skills you possess to uncovering and overcoming objections can make the difference between sealing the deal…
To build a winning brand as well as an effective marketing strategy to increase sales, you must know what your customers want. How is your company going to successfully stand out from the crowd if you cannot fulfill your customers wants and needs better than…
Studies have shown that the major reason potential customers fail to make a purchase is due to failure of the salesperson to show a sincere interest in the customer. Lack of interest by a salesperson can be obvious in many ways. For example, lack of…