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Of all the challenges your sales team face, none is more significant than handling sales objections from customers. In order to learn how to overcome doubts and instil confidence, your team should first understand the two main types of objections…
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When Apple was gearing up to launch its Watch, the tech giant developed a rigorous training program for retail employees. At its heart: upselling. If customers want the Watch, maybe they also want to upgrade their iPhone so it is…
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By upselling, sales teams can increase the customers’ value to the organisation. But that is only part of the equation: what is the benefit to the consumer? When salespeople can identify and capitalise on upselling opportunities, they can increase the…
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Selling to existing customers and clients makes sense. It is much less time and resource intensive than trying to convert new prospects, and you are far more likely to make the sale. How much more likely? Sixty to seventy percent,…
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You have forged a relationship with your prospect; you’ve discussed benefits and features and overcome objections. You have demonstrated, explained and discussed. You’ve inquired about the family and the golf game. You’ve done everything but get to “The Ask”. As…
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Salespeople can't be effective unless they speak the prospect's language. The value of customer-centric communication drives some salespeople to make the mistake of memorizing fashionable buzzwords, key phrases and industry jargon in an effort to create the illusion of expertise…
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Selling a product and selling a service require very different approaches – that probably goes without saying. With physical goods, the need to have a tangible product means you’re always at risk of spending money before you make a sales…
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Selling a product to a buyer, unlike selling a service, is a waiting game, and it privileges skilled players. Experienced salespeople make pitching look easy because they’ve been practising the dance, and they know the moves – for the rest…
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To sales leaders and coaches, watching a top-performing salesperson pitch is like watching someone who is top of their game and in tune with the company that they are selling to. That may be why there’s an illusion that when…
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Customer Relationship Management (CRM) software can unify a business under a company-wide system — but other forms of sales technology can be incredibly helpful on a much smaller, more individualized level. Consider using these three tools to organize and streamline…
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Forbes contributor Carmine Gallo writes that the best opening line for a sales pitch is, “I know you’ve scheduled an hour for this meeting, but I’ll only take 20 minutes.” Why? It demonstrates confidence, shows respect for your client’s time,…
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Sales leaders increasingly understand and appreciate the value of salespeople who are skilled at reading customers. But short of listing “ESP” – extrasensory perception or a “sixth sense” - as a job requirement, it can be difficult to know what…
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Salespeople are sometimes called great storytellers, but the problem with storytelling is it often conveys a rehearsed message. Too many storytellers don’t take enough time to find out what the customer really needs. The best sales techniques are less about…
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It’s a truism that we vote for people, not policies – and similarly, we buy from people, not products. Do your salespeople understand this insight and know how to apply it to their selling strategy? Do your hiring managers know…
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Good communication skills are a salesperson's most valuable asset. The best salespeople can spark casual, organic conversations with customers, gather granular, seemingly irrelevant details, and then use those details to guide a buyer over a purchasing impasse. Don't Interrogate Customers,…
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In today’s marketplace it’s easier than ever for customers to buy their products online, informed with the knowledge they need to make smart purchases. For most simple transactions, this works. In these cases, customers don’t want, or need, to engage…
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Price is a determining factor in virtually every customer buying decision process. But it should never be the single objection that prevents a sale. To get past the roadblock of cost, the best salespeople identify their buyer's real purchasing needs…
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Email revolutionized communication and ushered in the digital age — but it might just be the worst possible medium for following up a sales proposal. Email simply does not encourage the kind of back-and-forth dialogue that is needed to turn…
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The traits that make a successful closer are too numerous to list. But generally, the best closers don't "sell." They educate buyers and help them make fully informed decisions. From Salesman to Challenger: The Evolution of the Closer In years…
