SalesHQ

Have you gotten into a new selling field?  Are you struggling to make your first sale?  Or simply make the next one? I'm not going to give you a magic script that works all the time; no one can. I'm not going to give you a magic prospecting formula so that all your prospects (I know, dirty word these days, but ...

"My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...

Changing the "Ma and Pa" Mindset Chris Lytle, CSP, Author of The Accidental Salesperson A sales manager told me a sad story last month. "We lost two people in one month to another industry. They left because the company that recruited them offered a one-week sales training program in Chicago." A 23-year-old rookie who was driving me to a presentation told ...

  How do you tell your sales story with power, believability and behavior? How can you virtually guarantee that your prospect will become a customer? In order to do this successfully there are two simple principles to keep in mind, no matter what you are selling. Here they are: ·        People buy anything they will buy for their reasons, not your ...

    Sometimes the no-money objection is only an excuse. But when funding to buy your product or service is your prospect’s genuine concern, try these suggestions for overcoming the not-in-the-budget objection.   1.      Deal only with prospects at the most senior level who can revise the budget, develop strategies and make emergency purchases for products or services that fall into ...

Becoming Ann Coulter – or how I took a job as a textbook sales rep in the bay area I never knew what a down to earth, pro-business person I was until I went “into the field” as a social sciences sales rep for a major publishing company. How did a former English major, east coast liberal find herself in such ...

1. Identify Sales Prospects The cycle begins with identifying target prospects, says Alan Rigg, president of consulting firm 80/20 Sales Performance. You have about 30 seconds to grab the prospect’s attention so they’ll give you two or three minutes of their time. “Prospects don’t sit by the phone hoping salespeople will call,” Rigg says. “You have to be compelling enough to ...

No one could hit a baseball the way hall-of-famer Ted Williams could. He knew there was a lot more to becoming a home-run champ than just swinging hard at every pitch. “To be a good hitter,” Williams once said, “you've got to get a good ball to hit.” Here’s a lesson in there for all of us as sales professionals to ...

Ask yourself this question. Would you rather make a cold call or follow up with a qualified referral; that is, someone who has already expressed some level of interest in your product as a result of an endorsement from someone else? Okay, so maybe this question can be classified as a rhetorical question. If you would rather build your business off ...

4 Ways to Connect Emotionally By Colleen Francis It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen—from follow-up calls to thank-you notes. As a ...