Your buyer has a preferred listening style. And you do too. Great salespeople know how to determine the buyer listening style. Then they use that style to make it easy for the buyer to understand the message. In a previous post, Fundamental Communication Styles, the four basic styles in which people communicate. In this post…
Every great salesperson knows sticking to the sales process is the way to win the sale. The fundamental elements of the sales process are: building rapport, finding the pain, determining the budget, understanding the decision-making process, making the presentation, asking for the order and following up on the sale. Each of us has adapted the…
That salespeople are adaptable might seem like an obvious statement in light of what we have had to do since the Corona Virus pandemic created chaos. But weren’t we great salespeople always adaptable? The Corona Virus has affected the whole world. But for as long as there have been buyers and sellers, there have been…
Great salespeople have an attitude of continual improvement. Have you ever looked at your closing ratio and thought: “I need to do better than this?” A salesperson is always tracking their performance. So to improve your closing ratio start by considering how well you do the three essential tasks to closing more sales: Prospect, Qualify…
So here it is mid-February 2021. Some six weeks into the new year. How are you doing? Great salespeople take time to review their personal sales plan. What’s working? What hasn’t gone according to plan? Take an inventory of recent successes and failures. How do those compare to what you had anticipated for this year?…
Are salespeople born with all the knowledge and skill needed to perform at the top of their profession? Of course not. I believe the fundamental qualities of a great salesperson are developed over time. So the answer is salespeople are made! When salespeople diligently practice their trade they master the important selling skills. Let’s begin…
Great salespeople know the telephone is a time-tested tool for virtual selling. Even before the COVID pandemic changed the way “road warriors” had to sell, the telephone was the primary tool for salespeople. So now rather than the black phone with pushbutton dialing of years gone by you now have a mobile device. As powerful…
Every great salesperson has a collection of compelling stories. Some stories illustrate positive outcomes from using their product or service. Other stories challenge the status quo by describing consequences of not benefitting from a product or service. Compelling Stories give comfort to the prospect showing how others have benefitted from your product or service. How…
Well, it’s here. 2021 has begun. Are you ready? One way to check is to look at your selling tools inventory. Every one of us great salespeople have a particular skill set we use in each sales pursuit. So take a few minutes to think back over the successes in selling during the past year….
Today, December 17, is the day each year I celebrate and share the happiness of another birthday with family and friends. This and every other day I remember the gifts of knowledge and experience from my long career in sales. Each week I look back on the triumphs and challenges of that career. I choose…