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The following professionals offer their sales tips and tricks
to help you with your selling.
•Leanne Hoagland-Smith, M.S. - Selling Ain't Telling – If
you are more talking more than listening, then you are losing a lot of sales. Successful
selling is all about not telling, but listening to your client and asking simple yet probing
questions to dig for the pain or the real problems. By being different than all of the rest,
you can go beyond gaining attention and truly begin to develop a long term relationship.
» Visit Leanne online at www.processspecialist.com,
ADVANCED SYSTEMS, Providing Performance Improvement & Executive Coaching
•Tim Brownson - If you are struggling with your sales throw
away all those books on closing. If you have to resort to techniques and tricks at the back end
then you have missed something at the front end. Go back to basics and review your entire process
and then walk the prospect through one step at a time making sure you dot ever I and cross every T.
Closing should always be the easy bit.
» Visit www.aDaringAdventure.com to learn more
from Tim.
•Leanne Hoagland-Smith, M.S. - Separate Prospects from Suspects–
What is your criteria for defining a prospect or a suspect? By having clear criteria to define a
prospect reduces the limited resources of time, energy and money and increases sales success. A prospect
has only 3 criteria: Need for services or products, budget to purchase and is the true Decision-Maker.
If all 3 criteria are not present, then the person is a suspect not a prospect.
» Learn more from Leanne at www.ProcessSpecialist.com.
•Hector Cadena - If someone had the ability to take away all of my
sales skills, and told me that I could pick just one
sales skill to keep, it would the the ability to
network. Throw away your closing techniques, your
power point presentations, your 50 page sales
proposals, your subscription for hot sales leads and
your expensive clothes. The most profitable skill for
your sales career is your ability to network
effectively. And by networking, I don't mean carry
around a handful of business cards to hand out to
everyone that you meet. Networking is the process of
forming deep and long-lasting bonds with people that
can hopefully assist you in reaching your goals. Keep
in mind that you have no way of knowing where your
next big sales lead or referral is coming from, so
basically EVERYONE is can be a great connection in
your network. And remember, the best way to get what
you want, is to help other people get what they want.
» Visit free professional sales advice website for
more from Hector.
•Ed Halloran - What do you consider a "qualified lead"?
Budget:
Does your inside sales, telemarketing, or channel / partner sales
prospect need to have a budget in place or are discretionary budgets acceptable? How large does that budget
need to be?
Remember: Not all prospects will share this until further in the sales cycle.
Things to Consider #2
Authority/Title:
What is your target's title? Who is responsible for making buying decisions regarding your product? Is there a
team involved in the purchase decision? Would you consider someone who might be your products champion?
Remember: The higher the title in the corporate hierarchy, the longer it may take to penetrate.
» Ed helps you supercharge your business with LeadGener8.
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