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Get real-world sales ideas from top practitioners – field tested, practical tips and techniques that will help you prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.
Selling features and benefits is rarely enough to bring people to action. Customers are far more likely to remember a story told to them than they are data and raw information. Read on to see why telling stories is far more effective when it comes to winning over a customer.
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In this greatest sale, a rep was looking at an RFP that put him at a disadvantage. He had two options: bid his best price and hope for the best, or find a way to change the rules to his advantage. Read on to learn what happened when this sales rep found a way to avoid competing on price alone.
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A smart-aleck sales question isn’t really a question at all. It’s a setup to help the seller drive the conversation. Good sales questions, however, help make the buyer look smart. Read on to learn about the kinds of questions reps should ask to win more sales.
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Knowing why you lost can tell you what doesn’t work. Knowing why you won shows what does work – and how you can win again in the future. Read on to learn how you can ask the right questions and learn why the customer chose you, and how to use that information to win your next sale.
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What’s the most important factor in the buying decision? Believe it or not, it has nothing to do with price or quality. The answer has everything to do with who is selling. Read on to see what studies show is the most important reason to buy, and how to use that to your advantage.
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Too many sales reps rely on a pure information dump when dealing with prospects. Call it whatever you want – “heavin’ and leavin’”, “show up and throw up” – it doesn’t work. Read on to see why sales prospects are scared off by this tactic, and what approach works far better.
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No matter how forceful you are, some buyers are just about impossible to pin down. But sometimes you can get a straight answer from a prospect by bringing in a hypothetical third party. Read on to learn how you can do that, and why it helps get sales prospects to level with you.
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To avoid wasting a prospect’s time, make sure every call you make offers some sort of value. Read on to see how one rep did just that, and wound up with his greatest sale.
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A prospect calls asking for a price. You try to engage them in a discussion about needs, values, etc., but they insist: “Just give me a price.” What do you do? Read on to see what others say.
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In business-to-business sales, customers view salespeople as either vendors or consultants. Vendors might win more sales, but consultants get something far greater; customers’ trust and loyalty. Read on to learn how to be seen as a consultant by focusing on profits and sales results.
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