Knowledge that you regard as irrelevant to your needs could be just what the client needs, and what clinches the sale.
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It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.
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10 reasons why LinkedIn is a great way to use social media as a sales tool.
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If you have ever failed to achieve a New Year's resolution, it's probably because you didn't come up with a process to achieve your goal and measure your progress. Suppose you wanted to lose weight. A trimmer waistline is the goal. The effort it takes to get there–in this case, an exercise regimen...
There are better ways to use e-mail to make sales.
You have heard those words dozens of times in your life and probably said them hundreds more. Everybody knows that selling is a numbers game, but surprisingly few actually take time to measure the data that create predictable success.
Capture big sales by learning to incorporate details into a compelling story.
The Fallacy of the Close is that it's about the anxious moment when the salesperson makes the all-or-nothing request for the order. It's really a series of small victories, no one of which may be the one that clinches the deal.
Sales managers frequently ask me, "How many accounts can I expect one salesperson to manage effectively?" Rick Davis says. His answer: It depends on how you use electronic tools.
What is better than cold-calling? Making the phone ring.
My builders are not as friendly as they used to be," one colleague recently complained to Rick Davis. But that's the problem, Davis says: the colleague is basing the relationship on friendship rather than on business needs.
Create a culture where all staffers want to serve the customer – and will sign their name to their work.
Too often, Rick Davis argues, when outside sales reps are given freedom to negotiate prices, they tend to go in just one direction: down. In this "Sell Sheet" column, Davis suggests that one way to keep OSRs from giving away profits is to take away their power to negotiate.
During my tenure as sales director for a millwork manufacturer, one of our most valuable distributor customers considered our Delores the best sales rep they ever had. But co-workers regarded Delores as their biggest nuisance.
One characteristic that distinguishes Sales Leaders is their chameleon-like ability to adapt to differing personalities.
Here's a horror story that I hope never happens to you. I was hired to travel with a sales rep who I had told to plan a "perfect" day of outside sales activity.
Ships rise and fall with the tide. Most building material companies' fortunes do the same based on the housing market.
ProSales this month focuses on introducing new products to the market. Here is how I recommend you think about selling new products: Avoid hyping features and benefits. Rather than sell what the product is, sell what the product does.
As the economy continues to sputter, expect as well a continued slowdown in decision-making.
Here's a philosophy to help you get through what's likely to be another tough year: Accept what's going on, and learn.