Ask Better Questions To Close More Deals

Ask Better Questions To Close More Deals

Asking questions is one of the most effective conversation techniques for a sales call. It shows that you’re interested in the customer’s business and demonstrates your curiosity about their needs. Asking questions also gives you an opportunity to gather the information that can help you close the sale. However, it’s important to avoid asking too …

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Selling To A Committee

Selling To A Committee

According to a study by Harvard Business Review, buying committees are getting larger. Salespeople have no option but to become skilled at dealing with buying committees. Whenever a company makes a purchase decision that involves a team of people, factors including self-interests, politics, and group dynamics will influence the final decision. Tension, drama, and conflict …

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Send A Newsletter To Your Clients And Prospects

Send A Newsletter To Your Clients And Prospects

A newsletter is the best tool for maintaining a relationship with existing customers and qualified prospects that are uninterested at this time. I suggest that you send out your newsletter at least every quarter, but it would be more effective if you send it every month to your mailing list. I also suggest that you …

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Welcome To The Power Matrix

Welcome To The Power Matrix

As you meet people and develop the opportunity within the organization, you need a tool to help you make sure you develop relationships with the correct people with the appropriate power and influence to help you.

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Marketing And Sales Is Like Football

Marketing And Sales Is Like Football

In a complex B2B sale, the salesperson’s job is to enhance and personalize the marketing message for the buyer. The salesperson is supposed to deliver the information from the company to the decision-maker in a way that effectively shows the product and company in the best light for that particular prospect.  The easiest way to …

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Secrets of a Successful Sales Manager

Secrets of a Successful Sales Manager

Without an effective sales manager, a sales team can fall apart. Despite what we might hope for, salespeople don’t necessarily preform at 100% just for their standard paycheck.

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Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Curiosity May Not Kill The Cat, But It Definitely Kills Your Quota

Salespeople are often told to “pitch” their products and services. This is ineffective because it leaves the prospect feeling like they were manipulated and ignored. Instead, the successful salesperson should use curiosity; curiosity is an emotion that encourages people to find out more about you or your company.

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Using LinkedIn To Drive Relationships

Using LinkedIn To Drive Relationships

Much has been written about how to find prospects on LinkedIn. There are good LinkedIn prospecting strategies and bad strategies out there in the wide open Internet, but in this article, I want to discuss how to cultivate great relationships with someone that you have identified as being a prospect for your product. You should …

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