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When some people think about the act of selling something, they often think that the salesperson is going through a process of convincing the prospect to buy what they have to offer - that they are “talking them into it”. With this frame of mind, the belief is created that the best salespeople are the [...]
Here are ten sales questions that could immediately improve your sales results. These simple questions can help you to extract key details that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you are [...]
The most common thing that salespeople want to improve is to get better at closing. They often want to know what they can do or change to become a better closer. The interesting thing here is that closing should actually be one of the easiest steps in your sales process. If you do the right [...]
Phone prospecting is something that most of us do not look forward to. But at some point, it has to be done. Here are some quick tips to help you power through that mental resistance. Schedule time for prospecting Prospecting over the phone is likely just one of the many things that you need [...]
It can greatly improve the management of a sales team by knowing how to measure sales effectiveness. You won’t have the information needed to make the minor adjustments that will help you to increase your sales if you don’t know what the individuals are doing well and where the areas for improvement are needed. The [...]
Pretty much every business and sales organization focuses on how to increase sales revenue. The following are seven specific areas where attention can be focused to try to drive an increase in sales revenue. 1. Improve Sales Messaging Usually, there is always room for improvement with sales messaging. An easy place to start is [...]
Finding and keeping good salespeople is key to success for any business and sales organization. While there can be some challenges with getting the best people on the team, there are some ways to get the most out of your salespeople and build them so that they perform at a higher level. The Conventional [...]
Most businesses have an interest in how to get more sales. The following are some very practical areas to focus on to increase sales. 1. Increase the Number of New Prospects that You Touch One of the key variables we need to increase is the number of prospects we are able to touch and [...]
The great thing about sales is that there are certain skills for sales that can lead to successful sales performance. Communicating Value It will be important for sales associates to be able to effectively communicate what they have to offer and grab a prospect’s attention. The skill of communicating the value that the salesperson [...]
Most businesses can spend time and energy on determining how to prospect for clients. Hard work and effort alone don’t equal results every time when it comes to prospecting. The reason is that there are very clear things we can do or not do to immediately impact our results. Outlined below are some of these: [...]