Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
Category: Sales & Marketing Alignment
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they should buy, sales will stall. It’s a salesperson’s job to uncover customers’ hidden motives. Here are four motives to identify if you want your customer to take action in […]
Close Without Being Pushy
A common theme among salespeople is the fear of coming off as pushy. Some salespeople won’t even ask for the sale because of this fear. They want to build a solid relationship with the prospect, so they’re concerned they’ll appear intrusive if they ask for the sale. This fear of appearing too pushy is nonsense. […]
How to Work a Customer in One Minute
You’re at a networking event or riding the elevator. Standing next to you is the ideal prospect, but this is no time to launch into a sales presentation. You’ve got one minute, at most, to explain who you are and what you sell in a way that will spark the prospect’s interest. Here’s what to […]