Wow, every day I get at least one blog post or email about selling virtually. You know it’s now common practice for great salespeople to practice our craft in front of a computer screen instead of sitting face-to-face with a prospect. Now I’m old road warrior and the virtual meeting is new to me. Or…
Every sales blog I read is tackling Selling Virtually; so I’m going to add my opinion to the discussion. Great salespeople know there is a fundamental selling process to winning and keeping good customers. That process doesn’t change just because we can’t meet in person. The challenge for salespeople during this pandemic is to practice…
Great salespeople who choose face-to-face selling as a career enjoy the personal interaction with their customers. During the COVID-19 pandemic, we have been isolating from others to keep ourselves and others healthy. Now the restrictions are changing. Some companies are opening again; others are not. Nevertheless, all of our customers and prospects have wants and…
Great salespeople know building value for their product or service is the best way to a successful close. In a previous post Talking About Money, I wrote about the importance of getting the prospect to understand the monetary cost of their problem. Now let’s look at how to change the focus from the price the…
Great salespeople know that talking about money is an important skill. When the salesperson can align the price of the need or want with the budget or perceived value, closing the sale is easy. The best salespeople are comfortable talking about money. They have a positive attitude when asking questions to understand the cost of…
Great salespeople understand closing the deal is a process beginning with the first contact. They are diligent in following the sales process. Today with the business world in turmoil from a pandemic, salespeople are not meeting face-to-face with prospects. The fundamental elements of the sales process are applied using tele-conferencing and other remote means. Great…
“Yeah, right!” You’re thinking this is a bunch of hooey: “all buying decisions are emotional.” “My customers give a lot of thought about what they buy from me.” Or “It’s how I present the opportunity to prospects that convinces them to buy.” Or “When the price and benefits align, that’s when the customer buys.” These…
For the next several months my blog will focus on the attitudes, behaviors and knowledge that makes a great salesperson. Great salespeople know selling is a process. It begins with the first impression you make on a prospect and results in a mutually beneficial long-term relationship. You only get one chance to make the first impression….
Great salespeople know about customer management. They have the skill to deal with customers upset with service, quality or price. An email from the Smithsonian Curiosity Council, presented the graphic associated with this blog post. It illustrates results from a survey of members when asked what they would most likely do once the stay-at-home order…
Wow, what a challenge for great agile and adaptive salespeople today! Here we are in most places still working from home. Some regions are slowly opening businesses for customers. But health and safety of employees and customers is paramount. Other businesses are on the brink of collapse. Yet many businesses survive and some even thrive…