Before you pick up the phone to make a sales call, uncover all you can about your prospect. Become a ?detective? to do your research. The more you learn about the prospect, the more you will mean to the prospect.
To The Salesmen Who Have Prejudged Me… I Want You To Know The Costly Mistakes You Made
Salespeople who prejudge prospects based on appearances, the car in the driveway or the home they live in are missing out on some of the best clients. Having experienced this personally, I hope the two salesmen who decided I couldnt possibly be a buyer are reading this. They never knew how much they lost.
My new husband and I relocated to a new city, from the East to the West. We started a marketing company and soon after, opened a printing plant. The hard work and the lo…
The Sales Training Series: Dealing With Sales Objections and Stalls
Most salespeople think of stalls and objections as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stallI need to think about itthe customer offers no particular reason for hesitating.
Cold Calling May Be A Waste Of Time
too many sales managers these days preach cold calling as the way to go to generate sales leads. But why do they keep pushing a system that has such a low success rate when their are more practical ways to generate new business?
Selecting Salespeople From Outside Your Industry
There is an old saying in the computer world that dates back to the days of mainframes and terminals. These early computers cost tens of thousands of dollars and there were a handful of competitors in that market space. The dominant player was IBM who was often the highest priced option even though the competitive solutions were fairly similar. IBMs market-leading position created a security blanket for buyers that developed into a common phrase Nobody was ever fired for …
Hiring Adjustments For Generations X And Y
Work-life balance. Flexible work hours. Corporate mission. What is the point of focusing on these non-traditional hiring topics? Two letters X and Y. Generation X (born between 1963 and 1980) and Generation Y (born after 1980) are establishing a more prominent position within the employment landscape as the Baby Boomers prepare to exit the workforce. The shift to these younger generations is prompting a new focus in hiring tactics.
The Baby Boomer generation was cut from…
How Emotional Intelligence Impacts Sales Performance and Employee Retention in a Dealership
One of the mysteries of the auto dealership world is why general managers and general sales managers assume that low productivity and the resulting high turnover are inevitable with their sales teams. Research has shown it is appropriate to apply the Pareto principle to salespeople whereby 20 percent of all salespeople now make 80 percent of all sales. That means 80 percent of the sales force fights over the remaining 20 percent of the business not produced by the top sales pros.