One thing you can do to improve your mindset when selling is to view yourself more as a helper when talking to prospects. This can be helpful because when you are in product selling mode, it can be easy to view yourself as a “taker”—you are calling prospects to initially take their time so that [...]
Here are some dos and don'ts for prospecting on LinkedIn. Don’t Sound Like a Salesperson There are two reasons it's even more important not to sound like a salesperson when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages from a lot of product-selling salespeople. With [...]
Many salespeople view closing sales as the key thing they need to improve in order to sell more. I personally believe that if you do the right things during the sales process, closing should be the easiest step. And in some cases, deals will almost close themselves. A Good Sales Message Makes Closing Easier If [...]
One thing you can do to close more sales is to try to find a compelling event. A compelling event is a date of significance for the prospect regarding his or her need to purchase your product. For example, if the prospect is looking at replacing a current vendor and the current contract expires on [...]
This is a recording of a webinar that we hosted on how to write good cold emails. If you would like to download the slides from this video, you can do that below.
One of the more powerful closing tactics is the sales takeaway. This tactic is where the salesperson switches from trying to get the prospect to buy the product to trying to take away the option for the prospect to buy the product. How to Do a Sales Takeaway Here are a couple of ways [...]
Trial closing is performing a “test” close to identify where the prospect is in terms of his or her level of interest. Here are some examples of closing questions that you can ask to perform a trial close: What do you think about what you have seen so far? How do you think this fits [...]
One tool that you can use to improve closing sales is a partnership plan. This is basically a document that lists out all of the steps that you and the prospect will take together leading up to the purchase and implementation of your product. Here is an example: This sales tool is just a table with [...]
To determine if the prospect is not giving you the run around, you need to assess if they have genuine intent to purchase from you. To picture what we are talking about here, imagine a prospect who arrives at a car dealership that needs to purchase a new car, has the money needed for the [...]
Authority to purchase means that the prospect has the authority to make the decision to purchase your product. If a prospect has a true need for a new car and has the money needed for the purchase, but it is his or her spouse who makes the final deci- sion on big purchases, then this [...]