So, you’ve successfully found and qualified a viable prospect and have just completed a successful sales presentation—fantastic! But your sales journey is not over yet. While prospecting and qualifying are frequently cited as the trickiest part of sales, closing deals is by no means a walk in the park. In fact, the average close rate […]

  If you work in a job where you regularly have to make business calls, or if you simply want to know how to make a good first impression over the phone, then knowing how to leave a professional voicemail is essential.   On the surface, leaving a voice message seems like a relatively simple […]

  Imagine you’re trying to sell something to a potential customer. Your prospect explains what they’re looking for. Immediately, you think of the perfect product and present it to them, sharing its many benefits and explaining how it solves their problem. Everything is going swimmingly—or so you think. But then they hit you with: “I’m not […]

  One of the most difficult parts of working in sales is learning to tell the difference between leads and prospects—that is, a qualified lead that has engaged with you and has the potential to become a paying customer. How can you determine which is which? A good way of separating leads and prospects is […]

In this article, we’ll dive deep into the characteristics of unique selling propositions and share five great examples to help inspire you. Without further ado, let’s get started! Image source: Flickr What is the chance that you are the only one offering a specific product on the market? Probably none. In fact, the competition is […]

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 […]

image credit flickr Aspects of a Sales Pitch Sales people make the world go ’round. Some sales people create distrust because of the tactics they choose to use. When folks walk away from a deal feeling a sales person took advantage of them, it makes them resistant to talking with the next sales person. The […]

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 […]