Sales
Qualify your prospects: Are they ready to buy?
Take a look at your company's sales pipeline. Of the prospects categorized as “high-probability opportunities,” how many are qualified as “ready to buy?” What evidence exists to support their readiness?
Magnify the meeting: Mix these elements into your customer interactions
Some of you know that in a past life I worked in metallurgy.
Avoid ‘the collision’
Travis was late for a meeting. His phone rang as he scurried from his office. He went through the normal, “Answer? Or voicemail?”
Timing isn’t everything…
Over the many years that I traveled in the trenches with salespeople, I heard a handful of questions that seemed to be part of the salesman's playbook. “What's your timing on this decision?” was among the more common.
Perfect your value proposition
What is your company's value proposition? This seems like a simple question, but having facilitated hundreds of sales training workshops, it remains one of the top challenges facing sales professionals today.
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Gain their trust
I have a favorite question I ask salespeople: “How important is trust as it relates to your ability to get results as a salesperson?”
The ultimate differentiator: How to keep your most important clients
You have an excellent ongoing customer — a steady, high-revenue, profitable and long-time account.
Unintended consequences
The last thing every salesperson wants is to be like other salespeople. Can you name another profession where there is such a strong distaste for being like all of the others in the profession?
Holy Grail of selling: Master this and get perfect results
H ave you ever come across a solution to a problem that was so simple you almost rejected the solution out of hand because it was just too simple? "Surely there's more to it than just that," you reasoned!
