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.
Not every salesperson needs to write sales proposals, but if you’re in a relationship-based sales cycle, there’s a good chance your client expects to see a proposal. And, your entire deal may hinge on this single document! Where do you even start?
If you want to craft the perfect sales proposal, you need to:
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If you’re nervous about closing sales because you don’t want to be “pushy” or don’t want to feel like a “closer,” I get it. We work hard to build relationships with our prospects, and we don’t want to turn them off.
Too many salespeople avoid the “close” step of the sales cycle —just because closing makes them feel like… well, a salesperson.
If you’re not asking for the business, you’re doing yourself—and your prospect—a disservice.
The truth is, your close (or lack of one) could be costing you thousands. If you don’t know how to ask prospects for their business, they’ll find a competitor who does!
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In relationship selling, we want to keep our clients happy. We don’t want to lose long-term relationships to a competitor who’s undercutting our prices. So, to keep our clients, we always need to win on pricing, right? Wrong!
Statistics show that 81% of customers are willing to pay more for a better experience. That means less than a fifth of customers think “the lowest price” is more important than anything else.
If your sales cycle is focused on price, you’re probably setting yourself up to lose. Don’t be lazy and fall into this trap! Instead, you need to:
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In the 1980s, an executive named Jean-Louis Gassée was chosen to head Apple’s operations in Europe. He quickly identified a flaw in their customer support: if a client reported an issue, it was usually blamed on the customer’s inexperience with new technology.
But dismissing people’s problems just makes them angry, and Jean-Louis knew that Apple couldn’t afford to have a bunch of disgruntled customers bad-mouthing his computers across the country. Apple had plenty of money to make things right for their customers—and the issues weren’t even really a big deal to fix!
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Has this happened to you? You’re trying to process paperwork, and suddenly your doorbell rings (in your house AND your phone), your watch dings and vibrates, and your dogs start barking.
You’re notified of a UPS package delivery by your email, your “smart home” app, your watch, AND your dogs!
Stop this madness!
There are SO MANY notifications that interrupt us all day long on our computers, phones, and smartwatches. These rings, dings, vibrations, and buzzes are impossible to ignore. It’s time to pick up your phone and put yourself back in charge! All you have to do:
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There’s a common trap in sales that good people are falling into, and it could be killing your business.
Abundance is an ideal trait that all top performers have. It’s critical to your success. Are you familiar with the idea of an abundance mentality?
Stephen Covey popularized this idea in his essential Seven Habits of Highly Effective People, and it’s a valuable way of looking at how we interpret and interact with the world around us. An abundance mindset is one of my core values, and every day I teach my clients about abundance and its counterpart, scarcity.
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