Next week I have the honor and privilege of presenting and moderating at the Device & Diagnostic Sales Training Conference in Phoenix.
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In working with and coaching salespeople, particularly new ones, or untrained ones, I have noticed many stumbling with how to initiate sales calls. Whether “cold” or scheduled appointments, many have difficulty deciding how to open the sales call.
Why not simply be honest and express your intentions? Your prospect/customer knows you’re a salesperson. They are not stupid or naive. Being honest about yourself and your reason for meeting will position you much more favorably. Issue a statement of intention.
Over 1 million people have viewed this video to date and it is a shame 1 billion people have not. I have always found it interesting that retail businesses have had the ability to establish price and for the most part that price is non-negotiable.
Why is it that in B2B sales everything appears to have some level of negotiation? However, in our roles as consumers for items such as office supplies, food, gasoline and a host of other items; we seldom think twice about paying the listed price.
Thank you to the people who responded to the question above. All great insights. Congratulations to the winner, Rick Thomas! We will be sending you a copy of “How To Sell At Margins Higher Than Your Competitors,” by Bill Brooks & Larry Steinmetz.
Here are 6 and a half mistakes I have seen salespeople make. We are all guilty of some of these. However, I hope that this list will serve as a reminder to help you from engaging in the following mistakes.
1. Never quote price to an unsold buyer
Last week on a discussion board, there was a considerable thread about “closing techniques”. Various “sales experts” got on and started dialog about The Ben Franklin Close, the silent close (down to the clicking your pen before you slide it over the table) and other closes.
I thought to myself, man what do these guys sell and what kind of relationships do they have with their customers, that they have to try and manipulate their prospects with tactics?
I was speaking to a salesperson the other day and was asked if there are any specific power words to use in selling. While there are many words that work from a sales and marketing perspective, I have found that there are three words that — when used properly — carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with. They are:
There is so much talk about how to get through this difficult economy (rightfully so), but bottom line is it gets down to practicing the fundamentals. It's no different than what is going on now with major league baseball professionals at Spring Training. Even the super stars, who make millions of dollars, are practicing the fundamentals to get ready for the season.
For six years I was a part of a national sales team and each of my coworkers were responsible for sales across a multi-state territory. We were geographically disbursed across the country and all worked from a home office. Over those years I worked for three different directors/VPs and — as a result — gained valuable firsthand insight on how to help manage a remote or field sales force.
The Brooks Group remains among the sales professional's elite companies
The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations.
Recently, I was having a conversation with a client who mentioned that, even in our current economy, his top salespeople were still leading the pack! They were doing so with numbers a bit lower than the previous year. In actuality, everyone's numbers had dropped across the board, although some drops were more severe than others.
I joined The Brooks Group just over a month ago and I thought it would be apropos to offer some tips or reminders on hiring and potentially bringing on a new associate.
1. The 80/20 rule should apply when it comes to who is doing the talking. Try and ask open-ended questions to ensure the candidate does most of the talking.