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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...] 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 Consulting, [more...] 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...] 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...] 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...] Sales reps are interesting creatures. If asked, most would tell you that they want the freedom to do what they want, when they want to do it. However, if left to their own devices, your sales team would probably do whatever made sense to them at a moment without much of a plan. Obviously this [more...] |
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