The question is often asked, “Are salespeople necessary in the Internet age?” The theory is that with the ability of the Internet to allow for massive research of technologies and products, what role does the salesperson have in the modern economy. I will cut to the chase on my answer and then explain it later: …
Some facts that are brought up by this infographic: 35-50% of sales go to the vendor that responds first. At a typical organization, 13% of sales reps bring in 87% of the revenue. 40% of teams do not have a playbook. Companies that do have a playbook are 33% more likely to be high performers. …
I actually prefer to use Google Alerts to find news about my prospect and customers. I find it a bit easier to control the output. I explain my technique in my book. However, some people get confused by the complexity of carefully scripted Google searches and Owler is a good tool if you are in …
I love Hunter. I didn’t know about it until I bought Mr. Carpenter’s book. It was a great tip and made the entire price of the book worth it. There are lots of other tips that will probably help you. If you close one deal because of the book, it is well worth the investment. …
Mr. Carpenter doesn’t need a preamble to this tip. It just makes good sense! TIP # 73 Talk Money Instead of Percentages. If your product or service can save your prospect money or provide a significant return on investment, tell him the value in dollars. For example, if you discover that he is spending $ …
Your job as a professional salesperson is to engender confidence in your prospect about your abilities. You need to know as much about your prospect’s business as possible. In the case of a tie regarding your product and/or your company, you need to make yourself the reason that your prospect buys your product. In my …
I frequently advise salespeople to focus your conversations on a prospect’s needs and goals. Mr. Carpenter, in his book, makes an equally great point that these conversations need to short and sweet. TIP # 6 Keep value props to one or two sentences. If you can’t explain what you do and how you’re the best …