One simple way to dramatically increase your probability of closing your strategic deals, is to make sure that your proposals illustrate the true value of the product you are offering to your customer. Often times, salespeople do not invest enough time to prepare professional looking and comprehensive proposals. Continue reading
Many sales people struggle with accurately forecasting and ultimately closing their deals and many times never find out the reason why they failed. There are plenty of reasons why some deals will never close, and because some sales reps do not effectively qualify their opportunities, they continue to waste precious time. Continue reading
Probably the most important and fundamental element for virtually every sales professional, is to understand the priorities their customer has. Priorities in virtually any company typically relate to the business drivers and corporate strategy established by the executive management team, the chief executive officer, or even the board of directors.
Those priorities trickle down throughout the company into departmental initiatives. Once you understand their priorities and initiatives, you can figure out how your products could facilitate a faster time to resolution. Continue reading
Effective time management can be the distinguishing factor between a very successful sales professional and literally a very poor one. It’s easy to be consumed with work that will occupy your time. During the day, sales reps are bombarded from all directions with requests from their customers and administrative tasks from their managers and others. Continue reading
Many sales people waste time with people that are not empowered to decide on or purchase the products or services they sell. Meeting with the right senior executives is one of the best ways to accelerate your time to success with your customers. Therefore, its critical to ensure that each of these meetings are productive and prove to be valuable for the executives you meet with. Continue reading
One of the most critical sales techniques you should employ when you acquire new customers or prospects is to start with a simple plan outlining what you will focus on. Most professional sales people do not enjoy spending time building sales plans. However, developing a simple plan will help ensure that you do not waste your valuable time. Continue reading
Welcome to my Sales Techniques blog! I am very excited to get started and finally have a vehicle to share with you many of the sales techniques and sales strategies I’ve utilized that have enabled me to have a very successful career in sales. Through the years, I found I was repeating myself and retraining new reps to develop their sales skills with the the same steps over and over again. If you follow the same simple and repeatable formula, you can reduce the time to close, and ensure that your are focusing your efforts on tasks that will help you increase sales. I hope you find that the information on this site will provide you with smart and valuable sales techniques and look forward to your comments and feedback on how to improve it. Good luck and good selling….