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It's Out There Somewhere
Too many people blame the economy for a downturn in sales. In reality, they just aren't adjusting to the circumstances around them. In a good economy prospects for your products/services abound. The process you employ to find them and sell to them should reflect the makeup of those many possible clients. In a challenging economy, the landscape changes. Buying strategies shift, so you must shift your process. Before you go thinking the sky is falling, remember this - people still buy when the economy is tough. The questions are - who and why. When times are good, people buy because of...
Beyond Value: How to Become Invaluable to Your Clients
As sellers, we're continually told to sell value and to let our prospects know about all of our value-added services. After all, that's how we're going to win the sales. Right? Not necessarily. Value is relative. It's in the eye of the beholder. So much depends on how the...
Passion as a Sales Tool
We all know that Sales is really all about "closing the sale". There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers. However, I believe passion is the most underrated and underutilized sales tool in our arsenal because...
7 Tips for Building Relationships & Guaranteeing Repeat Business
1. Make sure that you ask all of the right questions so that you truly understand your prospect's needs. Don't assume that you know what your customer wants or that they have the same needs as all of your other customers. Ask. This way you'll be sure. 2. Give your...
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The Dangers of the Comfort Zone
Sales is a tricky business. You have to consistently pursue new opportunities while maintaining the relationships you already have. The greater the emphasis is on ‘new' the less attention is paid to ‘old.' It becomes easy to convince yourself that your current clients are...
Are You REALLY Listening To The Client?
Did you know that 85% of a person's success is depended upon how well they do in relationships? To create a long-lasting business relationship with your client your primary focus should be to develop trust. One of the key factors in gaining trust and credibility with the client is by...
The Power of Connection
Highly successful Sales Professionals and Business Leaders in today's world are connecting with each other at a frantic pace. Web 2.0 and the technological advances that have followed have made connecting in the 21st century a global affair. To coin a phrase, 'the world is flat';. We...
How To Create A Network Map
There is ultimately no better way to start networking than to try it for real. The easiest way to do this to commence with the people you already know, rather than to find new ones. One highly beneficial task you can undertake at the outset is to map or chart your contacts. This mapping can...
Just Be
Once in a while I am asked the question, "How does someone sell themselves?" The simple answer is - Just be. Too many people get caught up in the idea of sales and forget the basics. It's not their job to convince anyone of anything. It's simply good enough to be out there, be...
Great Sales Start With Listening
When I first started in sales, I was focused on one goal, closing the deal. On my quest to make a sales call that would put me over the top of my annual budget, I made a huge mistake and learned a valuable lesson from my client. I came to the appointment with the goal of asking for the order. I...
Grow Your Business Sincerely
Have you ever heard the saying "I don't care how much you know until I know how much you care"? The key to growing your business is genuinely caring about others. People see through someone who's transparent. Think about it - haven't you met people who acted like they...
The Foundation Of A Salesperson
My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very...
