Making excuses instead of sales calls? Discover how to overcome call reluctance and keep your sales pipeline strong.
Every salesperson needs to convert leads into closed deals. Making sales calls to a prospect list is the only way to keep your sales pipeline full. If it runs dry, so will your revenue.
We all know this, but sooner or later, most sales professionals face a huge obstacle clogging their pipeline: themselves. When it’s time to make calls, we hesitate, procrastinate, and get nervous or fearful. Call reluctance stops us cold!
The best way to get past call reluctance is to understand why it’s happening and how it affects your business. Every salesperson should:
Understand what call reluctance is.
Avoid the call reluctance trap.
Remember why you’re closing business now.
Get past the fear!
Try a new strategy to stay motivated.
These tips will help you get back on track and keep your sales pipeline healthy. Let’s dive in!
You can’t stand at the top if you never know where you stand.
As a sales coach, I’m all about goals. My goal is to help salespeople achieve their goals—both personal and professional.
Every salesperson should know what their sales goals are. You might not have mastered them yet, but at the very least, you have a number you’re planning on hitting for the year. The goal is set—just start selling, right?
If you’re not making first impressions a priority, you’re sabotaging your sales.
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!
When your clients are saying yes, it’s hard to say no! This simple sales technique will have your clients saying yes time and time again!
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.
Simply dialing through your prospect list might not be enough.
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?
Avoid disaster and take stress out of the equation with these presentation tips.
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:
Always start preparing early.
Always bring backups.
Always budget extra time.
When you’re prepared, you’ll be able to stay calm and keep your presentation on the rails! Ready? Let’s dive in.