Archive for June, 2009
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Be Real
Posted in Advice | Be first to comment
Be careful to minimize any tendancies to say what you feel needs to be said in a sales call. The most important thing is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).… Read more
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Top 30 Open-ended Questions
Posted in Tools | 81 Comments
Open-ended questions are one of the most important tools for those who sell (as long as you listen). The key here... Ask the question and let the prospect/ customer give you their answer. No leading. No prompting. No interrupting.… Read more
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Sales Interview Questions
Posted in Tools | 56 Comments
Interviewing your next superstar? Looking for your next sales position? Here's a list of 31 interview questions in no particular order.… Read more
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Opening Statements
Posted in Tools | 56 Comments
Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. Make sure you're prepared for those initial 10 seconds or you may not get another moment.… Read more
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Sales Process Defined
Posted in Tools | 37 Comments
Sales is rocket science. And just as rocket science is built from a foundation of physical and mathematical laws and principles, sales can be distilled to its very simple laws and principles.… Read more
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Sales Management Checklist
Posted in Tools | 12 Comments
Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.… Read more
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Closing Checklist
Posted in Tools | 20 Comments
Closing tends to be the most stressful action in the sales process for so many people - salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit - this includes, closing continually throughout the process. … Read more
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The 8 Objections
Posted in Tools | 34 Comments
It's the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. When companies and individuals have an objection to making a purchase, it's one or some combination of the following 8.… Read more
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Sales Goals
Posted in Tools | 12 Comments
Bottom line... Sales success is based on dollars brought in. There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson's value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here). So don't wing it. … Read more
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Networking Guide
Posted in Tools | 4 Comments
Networking is about contact – contact with people. Nail these fundamentals and you'll make every networking experience you'll ever have a pleasure for you and for everyone with whom you connect.… Read more
