B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
Customer calls - whether in-person, on-phone, or online - are the heart and soul of B2B sales. So it's surprising that misconceptions about sales calls abound, even among sales pros who ought to know better. Here are the most common myths and how they torpedo sales success:MYTH #1....
The beliefs that drive your sales behaviors are the keys to becoming a successful sales pro. Change the beliefs, and you'll change the behaviors and get better results. Now, that's easy to say, but most sales pros have no idea how to change a belief. ...
Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
Rapport is the ultimate key to selling. If you've got great rapport with a customer, they'll naturally want to buy from you, and every customer meeting is a pleasure for both parties. If rapport is weak, then every meeting is awkward and difficult, and making a sale becomes...
B2B sales typically involve multiple decision-makers, scores of "influencers"" and a complex buying process. To make the sale, you'll need a roadmap and a rule book, and the only way to get that info is to extract it from your initial customer contacts through persistent questioning. However, if you're not...
If you're like most people, you've accidentally scooped up beliefs that help you fail. Change those beliefs, and you'll be more successful. The beliefs I'm talking about aren't specifically religious, but the arbitrary rules that you use to interpret the meaning of events. Often these beliefs can seem to...
I've been harping on lead generation because that's where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research and...
I’ve been harping about lead generation lately because its an area where sales pros need a lot of help. Over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research...
In my previous post, I explained how the customer wants you to play the game of getting access to the CEO. Thats for wimps. Heres how to get access to the CEO or anyone else without negotiating through underdogs and gatekeepers:Office email. Most CEOs have “unlisted” emails,...
In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted...
I want to finish the segment on objections before moving on. I realize that this is pretty basic stuff, but if you dont master the simple stuff, the more advanced stuff wont work anyway.There are three objection-handling techniques that should be in the mental tool kit of every sales...
In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
Most sales pros hate objections. When you think you’re doing a good job presenting, the last thing you want to hear is “I want to think it over” or “I heard your service department sucks” or the myriad of other reasons prospects give when they’re leery of buying....
I was on a phone meeting with a client yesterday, negotiating a fairly important contract. Right at the end of the meeting, which had gone very well, I did something really dumb, and offered a discount after I had already closed the deal. Not only was...
My previous post slammed marketing for using too many buzzwords – and received several comments to the effect that market materials should emphasize “benefits.” That sounds like Marketing 101, but it’s also dead wrong. In fact, there’s only one type of marketing message that gets through to prospects,...
When you’re cold calling, you’ve got 10 seconds, at most, to convince the prospect that you’re worthy of attention. The quickest way to get the attention a prospect is to frame your opening sentence around a business issue that proverbially keeps the prospect awake at night. In my...
One of the comments on my previous post, “The Art of the Cold Call Pitch”, suggests that during the cold call you should “ask if it is a good time to talk” and only ask for an appointment if the answer is “No.” That’s a great idea --...
Derivative securities are used for risk management purposes in a number of industries. Derivatives, as they are generically called, are financial instruments that assume a value based on an underlying price or index. Stock options are one type of derivative that allows the holder to purchase the underlying asset at...
Natural Born Sellers 9PM ITV1 Cold-calling and cheap laughs, as ITV1's brazen yet tawdry 'Apprentice' rip-off has its contestants selling double-glazing in Wakefield. John Caudwell is the Sir Alan Sugar figure. Ninety Naps a Day 9PM CHANNEL 4...
Articles 2008-10-09
<< Previous
page 1 of 1
Next >>
Premier Vendor Content
Whitepapers, webcasts & resources from our Power Center Sponsors
Powerful, Dell is built to fit your business needs Customized systems, experts trained in small business, 24/7/365 support, and powerful, reliable technology. Dell, big results for small business.
With AT&T Tech Support 360, you'll have certified, U.S. based technicians on call 24/7 to help keep your computers, connections, software and peripherals up to speed for just 82¢ a day.
