I read articles from sales trainers on a regular basis, and the radio station I work for is a member of the Radio Advertising Bureau which sends a daily email to their subscribers. One element that is a daily sales tip that often applies to anyone who is in a sales...
If fast food employees can ask for the upsell, so should sales professionals. "Do you want fries with that?" From RAB.com: Closing too quickly Sales consultant Mark Hunter It's always rewarding to close a sale and immediately have the new client sign the...
Earlier this month I was part of a training exercise for our company that was designed by our sales consultancy. 2 days filled with role playing and other exercises to stretch us to better serve our clients. The 27 of us were divided into 3 competing teams. Over the...
Sales is tough. I know. I've been doing it for years. But I'm going to try something crazy and you can try it too. One of the cliches out there is that the only ones who fail are the ones that stop trying. But it's more than a cliche, it can also be the truth, if you...
Good advice today from my RAB.com email: Let the Prospect Talk When you encounter objections, be quiet. Don't jump in right away with questions, because if you interrupt the person who is explaining their objection or you try to pounce with answers, you'll look...
This is not something I can recommend without a few disclaimers. Read it first and then I'll explain: Making a List From a customer's standpoint, how does your service stack up compared with that of competing sales reps? You could invite customers outright to make...
When I was managing a sales team or interviewing a potential new team member, I would tell them that sales is one of the hardest jobs they'll ever have and one of the easiest, it all depends on how they approach it. Recently I have been coaching others in my...
When I'm teaching and training salespeople how to get the information they need to create a proposal that their prospcetive client will want to buy, I clue them in to a couple of my favorite questions. Why? Tell me more about that. Okay, the second one isn't really a...
Another sales tip from my RAB.com newsletter: Building Trust Continually setting, and meeting, expectations is one of the easiest and most direct ways to build the strong, trusted relationships you need to close deals. Building trust allows you to: 1. Set the...