Do you differentiate between prospects or do you generalize to try and save time? Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What [more...]
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While there are many schools of thought on how to sell effectively and properly, there are no standards for salesman that are set in stone. Nothing exists to set the bar for salesman because the field is so broad. However as information becomes more free flowing and selling becomes more sophisticated, a core set of [more...] As we move through this new era of Web 2.0, we experience changes in how many things in business now work. Beyond the look and feel of business, the free flowing river of information that is the web powers new trends, and even new rules, as to how business works. Chad Levitt recently posted about [more...] It is common sense that letting leads sit for a few days is not a good practice and that the faster you follow up with a lead, the more likely you are to retain the prospect’s interest. If you can catch them within a day or two of opting in, they should probably still remember [more...] Are you positioning your product or service as well as you can? Even if the answer is yes, read on and discover a facet of positioning that you may have missed. Positioning is loosely defined as “how a sales person presents a product or a service and how they compare it to other similar products [more...] We’ve all been in this situation at one time or another: you feel like you have your prospect hooked with your stellar presentation and follow-ups, but for some reason they aren’t responding to you anymore. I recently read a post in the SalesDog blog that addressed this exact problem called “They’re Just Not That in [more...] I was awed the other day when a coworker came up to me and started complaining about how he had to attend a seminar on the role of social media in sales prospecting. I told him to consider himself lucky, as most companies don’t go out of their way to keep their sales reps up [more...] Geoffrey James recently posted in the bNet Sales Machine blog about some of the qualities a “salesperson of the future” should possess. The post is a compilation of the best answers he received from CEOs and sales experts, some of which are right on track with our thinking. One particular trait he highlights is the ability [more...] Pretend you’re buying a car. Two dealerships have the make and model that you are looking for, and you have gone through the necessary motions of negotiating the price down at both locations. Both salesmen are offering you the same options at relatively the same price. Which dealership are you going to buy from? Naturally [more...] Michael Levy When selling to other companies, we often forget that what we are selling are solutions to problems. It is easy to fall back onto the feature sheet and comparative checklists, but a good salesperson intuitively understands her customers’ pains and asks questions to understand their requirements and underlying needs. [more...] |
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