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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...] Being dynamic these days is the key to success – both with your sales tools and your sales approach. It’s especially important to be on-point in a sales 2.0 world where information is so readily available. Often, prospects find information about your company/services and come to you for information before you’re able to verify that [more...] Are you doing all you can to prepare yourself for a sales call? It is extremely important it is to be in touch with the latest information about your clients and prospects in order to make a better sale. This is not limited to how much they buy or how frequently they buy-take your sales [more...] Sales is a multi-step process that takes time and persistence. For many sales professionals, obtaining timely, accurate information is the key to opening the door of a sales prospect – but what do you do once that door is open? One of the most important steps in the sales process is following up with your [more...] Everyone in business has goals that they set for themselves periodically, but meeting those goals on time is something that not everyone achieves. No one knows this better than people in sales. Ask a few sales reps how they plan to meet their goals this quarter and you’ll hear a lot of well-meaning, but vague [more...] While there are lot of marketing executives tweeting, blogging, and podcasting about sales these days, many sales professionals say they are too busy prospecting and closing deals to pay much attention to RSS feeds, search engine optimization and micro-blogging. For all intents and purpose, their social media tool of trade remains the phone. Innovation [more...] So you have been talking with a prospect for the past few weeks. You have explained to them multiple times how great your product is and why they need it. You pick up the phone and make a call to the prospect expecting to move forward toward a close, only to find out that they [more...] The follow up call is usually the most important, and the most difficult, call in the sales cycle. Without an organized plan of attack it is easy to lose the interest of the prospect even if they were very responsive during the initial cold call. In an article written by Jim Domanski, president of Teleconcepts [more...] Ensuring reoccurring business starts from the initial outreach to a prospect – before your customer actually turns into a customer. Turning a prospect into a customer and then into a reoccurring customer is all about building a solid relationship, from the initial first impression all the way to the final sale. In a recent article on [more...] |
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