Are You Helping Your Prospects Discover What They Don’t Know?

Probing our customers, understanding their problems, quantifying and qualifying their needs is critical to proposing solutions to their issues. Customers appreciate sales professionals who provide value based and business justified solutions to their problems.

But what happens when the customer doesn’t know that they have problems, or doesn’t recognize opportunities? What happens when they don’t know? No amount of good sales questioning and probing will get the customer to know what they don’t know.

Continue reading →

Will You Be a Sales Person of the Future?

We all know the role of sales professionals is changing. The sales person used to be an important channel to educating and informing customers about products and services. The wide availability of information on the internet changes this–though it doesn’t eliminate this. Most customers are more informed about products and services. They do their homework, searching the internet, leveraging the opinions of others to select a few alternatives they will consider. What does this mean for sales professionals and their evolving role?

Continue reading →

Why The Least Favorite Aspect of Selling Is The Most Critical

For many sales professionals, prospecting and qualifying are the least favorite aspects of their jobs. In the rush to dig into a new account and make a sale, qualifying is often skimmed over and salespeople end up spending time with the wrong people, negatively impacting their effectiveness. How to Qualify Your Prospects In this era

Continue reading →

How to Prevent Last Minute Negotiations

One of the enduring myths of negotiation is that it is back and forth struggle with your customer that occurs in the final stage of the sale, the “close.” Negotiation, at its best, is comprised of open, honest and straight-forward communication based on mutual respect and mutual trust.

Continue reading →

10 Sales Tips For Every Day Selling

1. Not Every Sell Is A Good Sell About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns. Often salespeople are so concerned with “getting the order” that they write business that is not good for themselves, their

Continue reading →