Typical misconceptions and myths about sales time management: • Being busy and active is the best way to get things done. • If you work harder, your time problems will go away. • If you want it done right, do it yourself. • Most day-to-day activities don’t have to be planned. • If you do…
Many salespeople lose sight of the profit implications of time. Know the value of your sales hour and keep the number in your mind as you service your customers and accounts. It will improve your sales effectiveness. Needlessly extended conversations, oversocialization, and idle chitchat can cost you money. Even the most conscientious salespeople waste time…
Of all the resources you have to work with as a sales professional, time is your most valuable and your most volatile. Time is a precious commodity and should be treated with respect and care. Time is easily wasted or squandered. How you deal with time may well mean the difference between mediocrity or success…
It is sometimes appropriate to provide your prospect with a proposal. If this is the case, a well-done proposal can make closing the sale a lot easier. Some salespeople and companies expect their proposal to do the selling. This is a mistake. A proposal is the natural conclusion of a well-thought-out and well-executed sales process. It…
Find What Works Here’s a way one successful sales rep we know prepared themselves and conquered their fear of closing. First, they chose a couple of closing techniques that they felt comfortable with. They happened to prefer the Recommendation Close and the Direct Question Close. Then they wrote the actual words that they intended to…
Some businesses and government departments have a more formal process for collecting pricing information from suppliers. These are called Request for Proposals or RFPs for short. The purpose of the RFP is to level the playing field among several suppliers by forcing everyone to present their information in a similar format. This allows the prospect to…
Do you know the major reason why prospects don’t buy? They were never asked! That’s right, no one asked them for the business. Strange as it seems, salespeople use all their superior selling skills to get in front of a prospect, qualify him, uncover his needs, match their product or service to those needs, and then…
Have you, or any of your salespeople, ever been blindsided by a prospect that mentions something about a competitor’s product or service that you knew nothing about? Just when you thought the sale was going so well and there you are, standing with egg dripping from your face. Don’t let this happen to your salespeople.…
A simple message For Sales and Business Development professionals Fact 1 The sale of complex services and products relies as much on the level of trust in the relationship between the buyer and seller as it does on features and price. Fact 2 Sellers are under pressure to sell something RIGHT NOW. This puts immense…
#8. Concession Close Use the Concession Close if you’re prepared to offer a price reduction. Before offering a price concession, ask the prospect, “If I can get this price for you, will you go ahead?” If the prospect says yes, get the price and immediately ask for the order. Note: If the prospect says no,…
