Blog
Is Price a Valid Objection to Buying?
According to the media, price may be an issue. Follow the news on TV, Radio, Press or Internet and you will find that the economy is a problem. According to all media, unemployment rates are high and budgets are tight. This can make you believe you need to lower your...
Ten Tips to Improve Performance of your Sales Team
This is set one of a series of sales tips with the purpose to give you tools you can use on a regular basis to improve and maintain the performance of your Sales Team. 1. Focus on accomplishment and progress toward Sales Goals. Watch the News Media and what you will...
The 80/20 Rule, is it Sales Fact or Fiction?
Have you ever heard that 80% of sales revenue in the average company is made by 20% of the sales personnel? This 80/20 split isn't always exact. However, every sales force seems to have their group of "seasoned" sales reps (about 20%) consistently bringing in 80% of ...
Continuous Improvement Maintains Salesperson Confidence
How does your Contact affect your ability to “Qualify” your Prospect?
What does “Qualify” mean for your company exactly? It is very important to define in writing what a “Qualified Client” means in your company. In this way your Sales Team will be able to work toward achieving this as part of every sale. Qualifying includes: Financial...
How to Properly Take Care of Referrals from your Clients
If you take care of your clients well, use good communication skills and ensure your company delivers great results, you are going to get referrals. Maintaining good communication with your client during the delivery of your products and services, allows you to ask...
Eight Ways to Welcome Objections and Eliminate Their Power
Knowing exactly how your product or service will change or improve your prospective clients’ business or life puts you in control of your sale, so this becomes a very important point indeed. There are eight ways to change or improve your prospective clients business...
Creating Urgency to Speed up the Sale
Inside Reality vs. Outside Perception
Every business owner wants to increase sales production without having to spend valuable financial resources to do so. We know that. But what if the solution to your sales problem was sitting right under your nose and so fundamental that it simply can’t be seen? Problems in the sales arena don’t always lie with you. […]