Sales Training

Sales Prospects: Why Asking the Right Questions will Close More Sales

Asking the right questions to non-committed sales prospects will help close more sales. We’ve all had this happen with a new sales prospect. You’re thinking “This is it, I’ve got him!” You have called your sales prospect, and the dialogue is going great. His attitude is positive – he likes your services – you have lots in common with him. You feel a palpable connection between the two of you, a strong sixth sense that this meeting will result in you closing the sale. As time goes on, you stay in touch, calling periodically. Before long, it hits you that Read More…

Give Your Clients What They Want – Business Lessons from S.O.S, MAGLITE and More

Sometimes you need to know when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you’re offering, the best move may be to give them what they’re asking for, rather than trying to sell them on what you have. Here are some business examples of companies that succeed by changing and faltered by staying the same. A Map to Success Patrick Keane took a job selling advertisements on the back of local street maps; the maps on one side, the ads on the other. He sold Read More…

8 Simple Rules For Leaving Compelling Voicemail Messages

Asking questions by leaving messages in people’s voicemail is tough, but not impossible. Sure, we’ve all had days spent almost entirely on the phone, leaving voicemails for prospective and current customers but getting no responses. If you use it effectively, however, voicemail is a great way to leave a brief but useful message for a prospective customer, or use a question as a teaser that leaves your prospect eager to learn more about what you can offer. EIGHT TIPS FOR LEAVING POWERFUL VOICEMAIL MESSAGES 1. Develop a script. Like many salespeople, you might fear that scripts will stop you from Read More…

Question Number One: Assessing the Competition

Assessing the competition from time to time is a matter of survival for any business. All your customers, no matter how successful they are, can’t help looking over their shoulders to see which of their competitors might be gaining on them. Get them thinking ahead with this question: How do you differentiate yourself from your competitors?” This should spark a dialogue with your customers, compelling them to take a good look at their rivals and figure out ways to favorably set themselves and their business solutions apart from the rest of the pack. Best of all, it positions you as Read More…

Building Great Client Relationships

It’s sometimes easy for sales professionals to take their client relationships for granted, and vice versa! Even when you already have a good working client relationship in place, you can’t help wanting to take it to the next level, and that means earning more of the business your clients are giving you. Here’s a good question to get the ball rolling: If you could enhance one thing about our business relationship, what would it be?” This one question gives you and your client a chance to reflect on what you’ve accomplished so far working together, explore how your client relationship Read More…