Your Sales Team is Afraid of Price

Your Sales Team is Afraid of Price (Here is What You Can Do About It!)   In a sales presentation one of the hardest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments…

Hard Selling Your Customers? Stop!

Aggressive sales tactics can backfire and turn customers away from doing business with you. Instead, build lasting relationships with content marketing. We all get telemarketer calls, right? Of course you do—aggressive sales calls plague…
Sell Financing

10 Tips to Help Your Sales Rep Sell Financing

I have spent a good part of the last 30 years training the sales teams of my vendor partners on how to use equipment financing to help sell their products. While the product types have range from software to construction equipment, selling…

What do they want and how do we connect?

The business world is racing to connect with the millennial generation. Always trying to find out what makes them tick and what they want. My 30 year old son tells me “It’s not difficult, and really kind of simple.” Millennial buyers…

Who is the Real Decision Maker? Find Out or Lose the Sale.

The prospect tells you, “I only need one more approval and the order is yours.” ALRIGHT!! -- the order is mine! --- no-no-no -- don’t celebrate too soon. The one last person needed to approve, is the real decision maker. The guy you…
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Investing in Your Community Will Boost Your Sales

No business operates in a vacuum. No matter where you are based, your company is part of the local community — and it can easily be part of other communities, both online and off. It's tempting not to worry too much about the community, of…

Fine Art of Prospecting Builds Relationships

Prospecting is a lost art. It has to be taught, nurtured and perfected.  Yet in most businesses today, it’s rare that anyone teaches salespeople how to prospect. Some exceptions are brokerage, insurance and recruitment firms. These businesses…

Here are 5 ways to get a prospect to return your phone call

1. Keep it simple and make it direct. Don’t beat around the bush. If you want the customer to call you, ask them to do it and make sure there is a compelling reason for them to do so. 2. Give the prospect information they will value…

10 Reasons why most salespeople are not successful at prospecting

1. Using the same prospecting process for all your prospects. 2. Having too many prospects in your pipeline. Ultimately, it’s the quality of your prospects that are going to deliver you your quota. 3. Not having the time to follow up…
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5 ways to get a prospect to return your phone call

1. Keep it simple and make it direct. Don’t beat around the bush. If you want the customer to call you, ask them to do it and make sure there is a compelling reason for them to do so. 2. Give the prospect information they will value…