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5 Rules of Successful Cold Calling - Cold calling is, without a doubt, one of the greatest challenges faced by salespeople. In my years as a sales coaching partner to the Fortune 500, I have heard countless tales of otherwise smart executives who had yet to master this technique. They struggled twice as much as their peers just to meet quota and had totally lost passion for the game. Having spent my share of time in the trenches, I feel their pain. And that’s why I make sure to address cold calling in all my classes, whether they be corporate training engagements or my LIVE seminar series, which are open to the general public. Keep reading...
3 Tips to Shorten the Selling Cycle and Boost Your Performance - Over my many years as a sales trainer to the Fortune 500 I have found that one issue in particular plagues virtually every salesperson’s career. I hear countless tales, from veterans and rookies alike, of the “deal that gets stuck.” If you’re an entrepreneur handling your own sales, I’m pretty sure you’ve also suffered at the hands of those indecisive customers who jeopardize your bottom line by stretching the selling cycle to unbearable lengths. Keep reading ...
To Match Price or Not to Match Price - Few things pain a salesperson more than being asked to match price. Especially because, at that point, they have usually spent a considerable amount of time wooing the prospect. They’ve done the demo, written a proposal and put in several follow up calls. Sound familiar? If so, then keep in mind being asked to match price is only part of the problem. Keep reading ...
Want to close more deals? Forget the Old School Way of Selling and Reconnect With the Rookie In You - Can you remember the last time you walked into a car dealership looking to buy a vehicle? I bet your experience went something like this: First, you were introduced to the countless feature benefits that made that particular automobile the number one choice in its category. Then you were probably invited to go for a test-drive so that you could experience, first hand, all of the wonderful things that splendid piece of machinery could do for you. Upon returning to the lot, you were likely greeted with a beaming smile followed by that quintessential question: “Mr.Customer, what’s it going to take to earn your business.” Ring a bell? Now ask yourself: at that moment, were you anywhere near a real commitment to buy that car? Keep reading ...
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