Categories for Sales Blog

Think like a CEO to open more doors and close more sales

July 9, 2010 11:40 am Published by Leave your thoughts Even rookie salespeople know that the fastest way to win sales is to earn the support of CEOs and other key decision makers. And the best way to do that is to ask the right questions about the competition, industry trends and other factors likely to impact the future health of their organization. Read on for a list of engaging questions that help you uncover the hot-button issues.

Can they really get a better price?

July 6, 2010 3:31 pm Published by 2 Comments When a prospect tells you that they’ve found a better price elsewhere, there’s usually a subtext behind it. Maybe they just want to blow you off, or maybe they really have gotten a better offer from a competitor. Either way, as a sales rep its your job to find the real meaning behind price objections and make every effort to win back that sale.

In sales, position yourself as a leader with your customers and prospects

July 5, 2010 1:30 pm Published by Leave your thoughts Everyone at least knows a sales rep who ends up in a hot streak that leads them to a couple of good years. But the ones who can turn a lucky stretch into consistent, career-spanning success are harder to find. It takes a few key characteristics to make the leap from sales rep to sales leader. Read on to find out what sales leaders do to distinguish themselves from the pack.

How to blow a sales presentation

June 29, 2010 12:06 pm Published by 2 Comments Getting hung up on delivering the perfect presentation can kill a sale. Why? Because a finely polished presentation can get in the way of connecting with your prospect. Buyers need to know that you understand them and can meet their needs. Read on to find out how a seemingly done deal can be wiped out if you’re not prepared to step away from your presentation.

‘Sideways’ questions to use in cold calling

June 25, 2010 11:25 am Published by 4 Comments Cold calling recipients have heard it all. If you start a cold call the same way everyone else does, you’ll get thrown into the junk pile along with all the other sales reps. But if you can come at your prospect from a different angle, you just might capture their interest. Read on to learn three methods of “sideways” cold calling.

My Greatest Sale: Finding the real objection

June 21, 2010 12:20 pm Published by 4 Comments It’s been said a man has two reasons for doing something; one that sounds good, and the real reason. Mistaking one for the other has the potential to kill any sale. But a sales rep who’s willing to probe beyond what’s on the surface can overcome this obstacle with ease. Read on to find out how one sales legend did just that to win his greatest sale.

Two ‘Illogical’ Sales Influencers

June 18, 2010 1:15 pm Published by 8 Comments Relying on common sense and logic can be dangerous in sales presentations. Faced with a tough call, buyers will tend to abandon reason and come up with irrational ways of making a decision. Learn two common illogical influencers that can ruin a potential sale.

Are you as close as you think to closing that sale?

June 16, 2010 10:18 am Published by 2 Comments It’s not always easy to determine how interested your prospect really is in buying your product or service. Sometimes a sale comes from someone you least expect, and other times a sure thing falls through. But asking one simple question can go a long way in finding how just how close you are to closing that sale. Find out what it is.