“So far, I like what I see. Let me look over your proposal in more detail, and then I’ll call you next week.” In actuality your prospect is really thinking; “This looks the same as the other 4 proposals.” One of the questions I like to ask is, “What makes you unique?” or, phrased a…
Along with role-playing, competitive comparisons, and overcoming objections, every good sales training program includes a section on the elevator pitch. For those in need of a refresher course, the premise of an elevator pitch is as follows: If you found yourself in an elevator with a big prospect, what would you say during the 60-second…
Here’s one of the great truths of selling — if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one. It’s absolutely amazing how many…
It’s a shame but a lot of salespeople are losing sales before they even have a chance to get them. That’s right, they’re reaching into their holsters, pulling out their pistols and shooting themselves in the foot before they even have a chance to talk to the prospect. How? By being slow off the mark…
You answer the phone and hear the words, “My boss has asked me to get information and pricing on (whatever it is you sell)” and your heart sinks. It sinks because you know that dealing with information seekers is an even greater challenge than dealing with gatekeepers. You know that whatever price you quote will…
Prospects today are busy, busy, busy and their voice mailboxes are constantly being filled with messages from people they don’t know, people who they don’t want to know, and people who give no reason to call them back. Don’t be one of those people. Avoiding Voice Mail Hell In the past, salespeople had to find…
Most salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop pouring the liquid into the top of the funnel, fluid stops coming out the bottom. We also know that if…
Referrals are an excellent source of new business but most salespeople don’t deserve to get them! Yes, you heard that right. Why do we feel they don’t deserve them? Because they do nothing to earn them. Too many salespeople are like waiters. You know the ones. They show up at your table to take your…
We all know that people buy from people they know and people they like. We also know that people send business to people they know and people they like. Having a strong network of people who can help you and who you can help is a valuable asset that many salespeople neglect to develop. A…
As a sales training company, we get called upon often to help sales teams sell more. Before any training “solution” is implemented however, we like to perform an assessment on the sales team, in essence, to see what we’ve got to work with. While it’s true, most sales teams will benefit from some additional soft…
