Archives - June 2016

20 Causes of Sales Problems Below are 20 problems that cause VP of Sales and business owners great distress. These mostly sales process issues that result in poor sales. If you are having less than stellar sales results, see if one or more of these reasons are the culprit. 1) Belief that price is the …

11 Ways to Build Trust In the last blog I talked about how building trust reduces objections. I will now cover 11 ways you can build trust with your prospective clients. With trust, you want to demonstrate three key traits: Empathy, Credibility and Competency.. Empathy = the action of understanding, being aware of, being sensitive to, …

Reducing Objections Through Building Trust Howard Stevens writes in the book Achieve Sales Excellence that there are 4 key criteria buyers use when deciding to make a buying decision and the percentage weight given in that buying decision. Those are: 1) Sales Rep’s Competence – the ability to build trust and add value – 39% of the …

No Questions – No Sale – Improving the closing ratio Jill Konrath makes a great point in her latest blog about sabotaging the sale by not asking enough questions. sabotaging the sale A good sales rep relates the product or service features to true business situations. If you are quick to answer the customer’s problem before …