High-risk sales models that get results
Determining which sales model makes the most sense for your business is a little like trying to balance a scale – every change you make on one side is bound to have an impact on the other. Case in...
View Article10 top-notch prospecting techniques for sales pros
It’s imperative to keep the pipeline filled with prospects. As a result, the prospecting process must come to occupy a primary place in a salesperson’s list of priorities if success is to be achieved....
View ArticleBeat the 9 forms of sales call reluctance
Call reluctance limits what salespeople achieve by emotionally limiting the number of calls they make. Research shows that 40% of all salespeople will experience one or more episodes of call reluctance...
View ArticleA story that will get your people to follow up with leads, prospects faster
You know it’s absolutely crucial to follow up with a lead within minutes of him or her entering your system. But when it’s difficult to get others in your organization to take that message to heart,...
View ArticleThe difference between being a busy and a productive prospector
Some salespeople like to brag about how busy they are. But they forget that “busy” doesn’t always mean “productive.” The excitement of being busy often clouds sales reps’ perception of how effective...
View ArticleProspects and customers want different things
“The best way to sell prospects is to treat them the same way you treat your customers now.” Some salespeople hear that message so frequently they consider it a basic selling rule. But it’s a major...
View ArticleThe No. 1 secret customers won’t share with you
There are seven words that strike fear into the heart of your salespeople. They are: “I am happy with my present supplier.” Some salespeople move on as soon as a prospect utters those words, accepting...
View ArticleShattering the greatest sales myth of all time
Sales is a numbers game, or so the popular saying goes. If you just make enough calls, have enough meetings, and give enough presentations, you’ll succeed. Best of all, every “no” you hear brings you...
View ArticleThe No. 1 sales skill – and how to develop it
No matter how many sales records you break with current customers, this skill outranks every other selling skill – by a long shot. The No. 1 selling skill, without question, is prospecting. When...
View Article10 ways to construct a customer pipeline
The life force of sales is a strong pipeline that’s flowing with prospective customers. Without a pipeline of prospects, it’s difficult to have long-term growth or proper short-term results. Creating...
View Article
