Tag - sales

28
Jul

The 2 forces that drive buying decisions

There are two forces that drive a customer’s buying decision: business reasons and personal motives. A successful sale depends on your ability to accurately identify the reason your customer has for buying and what he’s looking for in a vendor. If you fall short in either area, you are likely to lose the sale. To …

Share
26
Jul

The Secret of Successful Sales Calls & Product Demos

During a sales call or demo, it is easy to be very product-focused.  After all, the product is what you’re there to talk about, right? As sales reps, we tend to focus on the product because that’s where our comfort zone is.  We talk about our products every day.  We know them inside and out. …

Share
14
Jun

The #1 Question That Drives Sales

According to a 2015 Salesforce.com study, 82% of sellers are out of sync with their customers.  In my experience, the most probable cause of this is that there are a lot of salespeople who are using outdated sales techniques based on an approach to selling that does not work in today’s environment. Until the 1990s, …

Share
10
May

Improve Engagement by Increasing Trust

Steven M Covey in the book The Speed of Trust states that companies that have high trust outperform low trust companies by as much as 286%. To get that level of performance, the employees are fully engaged. What does trust have to do with engagement? Everything! Trust is the foundation from which everyone builds relationships. According …

Share
26
Dec

1 Way to Move You Closer to Your Big Sales Goals

You’ve just finished your team’s big sales training. You brought all the bells and the whistles. You handed out shiny folders of full-color pages of information and utilized a flashy presentation. Now you’re waiting to see the “aha” moment make its appearance – when everything that you have so painstakingly presented comes together and launches …

Share
17
Aug

Selling to Core Issues – Controlling or Reducing Expenses

In sales, you must understand what the core drivers are for a business owner when he or she is making a business decision, especially about buying your product or service. In the business owner’s mind, they are relating everything they evaluate to three key core business drivers: revenue, expenses and risk. They are asking these …

Share
10
Aug

What matters most to a business owner – Revenue, Expenses and Risk

Revenue, Expenses and Risk is What Matters Most If you are a business owner, at the end of the day, you measure your success in 3 ways in terms of affecting profits and business continuity: 1) Did you increase or protect revenue? 2) Did you reduce or control expenses? or 3) Did you reduce or …

Share
29
Jul

Converting Leads to Closed Deals

Salesforce.com released interesting data on the quality of leads and how fast they convert to deals. The data shows that leads coming from referrals have the shortest sales cycle and the highest percentage to close. Social media referrals/leads came in 2nd. Surprisingly, leads coming from tradeshow events and marketing and advertising were low on the …

Share
25
Jul

The 7 Rules of Sales (that is your Customer’s Rules)

In the book Achieve Sales Excellence Howard Stevens developed the seven rules of the customer from conducting 80,000 customer interviews over 14 years. This research also included 7,500 sales reps.  Neil Rackham’s research with Xerox, IBM, and other companies with over 1500 sales transactions, agrees with Steven’s research. From my own anecdotal experience: (Being a …

Share
14
Jul

Customer Aligned Selling

Customer Aligned Selling Customer Aligned Selling is focuses on aligning your sales process with how the customer wants to buy. It includes understanding how they think, understanding and adjusting to where they are in the buying process. Customer Aligned Sellling is being a buyer’s agent helping them through the buying process, not selling. Customer Aligned …

Share
Page 2 of 3

Switch User: