7 Signs you are getting in the way: 1. You are following your agenda rather than theirs . Take their lead, if answers to your questions go in another direction, follow it. 2. You are getting objections. Objections mean you didn’t let them bring up an important point during the conversation, or…
Do you and your team ask the right questions when you’re selling? Do you even know what those questions are? Taking a new approach to sales- or establishing the correct approach- can make all the difference in a business that grows and one that struggles along. Unlike other sales training work…
In order to build long-term customers, salespeople must establish strong personal relationships with the clients’ decision makers and influencers. Here are six most common areas that need improvement in a sales team: Listening skills: Listening is the most important skill a salesperson can ha…
No one wants to be bothered It’s too hot It’s a beautiful day; everyone is out No one is thinking about work Prospects are getting ready to go on vacation Everyone is on vacation Prospects are just returning from their vacations I’m preparing to go on vacation I’m on vacation…
A critical success factor for all businesses is how good they are at selling. Every business is selling something, a product and/or a service, but very few are actually trained in the art of selling. Here are seven keys to selling to help you on the track to greater business success: 1. Ask More Que…
We are often told that referrals are a great way to build a business, however in reality many people are reluctant to give a referral. So don’t ask for one! Instead, ask for an introduction. An “introduction” sounds much less threatening and informal than a referral. Most people ar…
When we work with business owners they almost always want more customers. The challenge there is that there is no place to buy a customer. Instead, to acquire a new customer you either need to generate new leads (marketing activity) or get better at converting leads into clients (sales activity). I …
Una de las quejas más comunes de los dueños de empresas medianas y pequeñas es que no pueden competir con las empresas grandes en precio ó que la competencia está muy fuerte y tienen que bajar los precios para poder vender. La percepción en el Mercado es que la gente está comprando únicament…
Metas Usted logrará muy poco si no cuenta con metas de Ventas claramente definidas, medidas en un rango de tiempo (mes, trimestre, año). Establezca sus metas y la de cada uno de sus vendedores y realice juntas de seguimiento en forma mensual. Primero asegúrese de que cada vendedor aspire a mejora…
The first thing to understand about selling is why people buy a particular product or service and what it is that they really buy. You may be surprised to learn that people buy only two things: Solutions to problems That means: People do not buy your golf lessons. They buy a vision of how good […]