Several Examples Of Open-Ended Questions in 5 Different Situations To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. Asking open-ended sales questions–and making an intention to listen to the response thoughtfully–allows your reps to connect with prospects and customers and gather the information needed to recommend […]

Everyone has a relationship with change that impacts them personally and professionally. You’ve heard saying such as: People would rather sit in pain than move toward uncertainty. People will move faster away from pain than they will towards gain. Many of the objections you hear from prospective customers stem from fear. Understanding your prospect’s relationship […]

1. Recruiting First thing first. Where are you going to find successful sales reps? Sometimes I feel successful people don’t know they are going to be successful until a leader shows them the way. Those that do know they are going to be successful most likely are on their set path already. What I am […]

5 Effective ways to help you closing your deal with bringing significance Whether you are a junior sales, senior sales, account manager, or sales director; bringing significance to clients will be the toughest part and for that below are important ways to get your through. Ever experienced that your client will not take your follow […]

Death by Meeting 1) Have an Agenda Prepare an agenda and share it with everyone before the meeting is due to take place. Allow others to comment on the topics of discussion. Having an agenda keeps the meeting on track and keeps everybody on the same page when jumping from topic to topic. You should […]

Adele Revella is the CEO of Buyer Personas Institute and author of “Buyer Personas: How to Gain Insight into Your Customers Expectations, Align Marketing Strategies and Win More Business.” Her book also happens to be in the “Top Five Business Books” by Fortune magazine. Adele’s unique perspective is derived from decades as a sales and […]

How giving can help you receive more sales Four Easy Ways Increases Sales with The Rule of Reciprocity Four Easy Ways to give to your buyer that will increase your sales today. What is the rule of reciprocity? This law states in many social situations we feel obligated to pay back what we received from […]

In a 2006 Harvard Business Review article about the psychology of salespeople, the author compared the mind of the sales professional to that of the professional gambler. There are some key similarities between the two. Both operate in a binary environment of winning (closing the sale/winning the jackpot) and losing (customer rejection/financial losses). But, the […]

Did you know you have one of the world’s most powerful sales tools at your fingertips? It isn’t your high-powered marketing automation suite or even your fancy funnel metrics analytics program. It’s your humble CRM. CRM software may not be sexy, but when used properly, it can supercharge your cold email strategy and drive a […]

The “three step price bump” can refocus your prospect on the value of your offer. If you’re selling in the home or business-to-business, negotiating price is important to your company’s bottom line and to yours. Your commission depends on the selling price. The statement, “Your price is too high” is a very common objection. So, […]