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The Prospect Calling Code: A Guide to Keeping Prospects on the Phone
Getting prospects on the phone is hard enough; keeping them on the phone can be even harder. Follow a few sales call guidelines to keep your prospects from hanging up on you. Ask Permission Before you...
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Meeting Objections at the Close of a Sale
Objections almost always arise at the end of a deal. It’s a prospect’s final opportunity to back out, and prospects want to be 100% sure that buying your products or services is a good idea....
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Avoiding Last Minute Deal Breakers
The issues that arise during the closing phase of a sale are arguably the most frustrating part of B2B selling. After putting blood, sweat, and tears into a sale, a flurry of questions, objections, and...
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Smooth Selling: A Voyage of Sales Prospect Discovery
Engaging a prospect requires efficient pre-call research. Unfortunately, sales intelligence can be faulty and a drain on your time. Follow these tips to put what information you have to best use,...
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The 2 Reasons Why You Really Lose a Sale
It’s a rare sales rep who’s never lost a deal. We have to lose sales at one point or another. It’s also easy to blame a loss on something out of our control. “Our product is inadequately priced,” you...
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The 4 Phases of Customer Evolution
Customer evolution is the full-circle sales cycle in which prospects evolve into customers, then become returning customers, then turn into former customers, who eventually evolve back into prospects....
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10 Questions You Need to Answer Before You Can Close a Sale
Every sales expert will tell you that the key to closing a sale is accurate lead qualification. So before you even begin to think about closing, you need to make sure you’ve done your homework. Use...
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Creating a Sales Incentive Program that Works
The right sales incentive program motivates your employees to make more sales, and injects a little extra fun into their day-to-day jobs. However, not all sales incentive programs are made equal. An...
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Why Relationships Matter to Sales
When the Harvard Business Review published data that suggested sales is not about building relationships, a lot of salespeople scratched their heads. For decades, sales was all about relationships,...
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The 4-Letter Words You Never Want to Hear From a Sales Rep
When the time comes for sales reps’ to get their prospects on the phone, they have a lot to remember. What are their openers? What are their objectives? Do they know their prospects well enough? What...
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