In this category, you’ll find sales tips on prospecting, handling objections, getting referrals, and everything else you need to master to close more business.
Remember: every salesperson needs to “sharpen the saw” regularly, so check back often or subscribe to have future sales tips delivered right to your inbox.
Recently, I had an experience that reminded me how important first impressions are. If you’re a salesperson, getting this right needs to be a top priority!
Your first impression can literally make or break a deal—and research has shown that people start determining whether you’re trustworthy in as little as a tenth of a second. What they decide within the first seven seconds of meeting you can influence the rest of your relationship!
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Salespeople usually have a few go-to closing techniques they use all the time. But if you want to be a real sales champion, you need to have a full arsenal of closes! This week, we’re looking at a deceptively simple closing technique: The Yes Momentum Close.
The Yes Momentum Close is an attitude-type closing technique. The idea is to keep your prospect excited about the discussion at hand. By creating positive momentum throughout your entire sales presentation, you can ride the “yes” momentum to a closed deal.
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I’m constantly reminding salespeople that you have to know your numbers. It’s more than just knowing revenue—you need to know if you’re hitting the right amount of calls and appointments to stay on track to your sales goals.
When it comes to dialing prospects, there’s a problem: Numbers tell you quantity, not quality.
I tell my sales coaching clients they need to set a weekly goal for great conversations and track that number most importantly. So, what qualifies as a great conversation?
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Maybe presentations are easy for you—or maybe you think they’re terrifying. If you’re in sales, presentations are a common job requirement, but even if you’re a pro, they can still be stressful.
The stress we feel around presentations usually comes from a fear of something going wrong. And since this is real life, things do go wrong! The good news is that you can often avoid disaster and stress with a few common-sense preparation tips:
When you’re prepared, you’ll be able to stay calm and keep your presentation on the rails! Ready? Let’s dive in.
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When salespeople are prospecting, we’re in the zone. If you’ve got a solid prospecting schedule, you’ve blocked off time, and you’re giving it 100%. When you’re in the zone, those phone calls feel easy!
Many sales professionals, however, have an “Oh, crap” moment when one of their prospects returns their call. When a prospect calls you back, do you ever think, “I’m not ready to have this conversation right now?”
Just let it go to voicemail, right? Wrong.
An incoming call from your prospect might be the only chance you’ll ever get to talk to that person!
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Have you ever hesitated when you’re facing a decision? A big decision can be scary—and usually, that fear is from the unknown. Am I making the right choice? Will my decision lead to the outcome I want?
We’ve all felt that pressure!
If you’re closing a sale, your client is facing a decision. And their fear of the unknown could kill your deal. The Crystal Ball Close helps your client overcome that fear. When you use the Crystal Ball sales closing technique, prospects will feel like signing your agreement is a natural next step and not a stressful decision.
With the Crystal Ball Close, you’ll do two things:
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