Negotiate Your Sale Like A Seasoned Pro

negotiating processMaking it through a complicated sale can be tough and typically requires a big investment of time and effort. There’s no way that every deal you work on will lead to a sale. In some industries, the closing rate for even the best sales executives is very small. Therefore, when you have a qualified customer with a real need, you not only need to close the deal, but also have to get the very best price and terms you can. Continue reading “Negotiate Your Sale Like A Seasoned Pro”

Sales For Dummies: Simple Tips To Increase Performance

sales process for dummiesIt never ceases to amaze me when I encounter a sales person that is unresponsive, unreliable or both. Do they have so much business and earn so much money that they can afford to ignore their new customers and prospects? Could they be too busy to return phone calls? Are they oblivious to the fact that their actions (or lack thereof) are a poor reflection on them and their business? Don’t they know that their behavior will have a negative future impact resulting in lousy referrals? Perhaps simply keeping their word and delivering what they promise on-time is just not important to them. Continue reading “Sales For Dummies: Simple Tips To Increase Performance”

Do You Have What It Takes To Be A Super Salesman?

Successful sales attributesDuring many years of selling and working with plenty of other sales people, I have consistently seen common traits, behaviors, and sales techniques that the best sales executives possess and utilize. For all the top performers, the majority of these come naturally and only a few of them can be learned. To confirm my own personal observations, I asked over thirty sales leaders what they considered to be the most important attributes needed to succeed in sales. Here are the top 10: Continue reading “Do You Have What It Takes To Be A Super Salesman?”

How To Be A Top Sales Manager Starting Today

Sales manager training tipsManaging a successful sales team is no easy task. You have limited control over what your sales reps do, and yet your career and financial well being is largely based on their individual success and accomplishments. The best and most successful sales managers possess common traits and utilize proven techniques to enable them to consistently outperform their peers. Continue reading “How To Be A Top Sales Manager Starting Today”

How To Turn Your Worst Customers Into Your Best Ones

reference selling tipsOften times in sales, you inherit an exceptionally challenging customer that had a bad experience with your company, and therefore refuses to do any new business with you. Usually, 20% of your customers will generate 80% of your revenue, so your natural tendency is to focus your time and energy on your best customers; to keep them, nourish them, and encourage them to keep buying more from you. That’s great. Continue reading “How To Turn Your Worst Customers Into Your Best Ones”

Increase Your Sales Performance With Better Forecasting Accuracy

sales and selling strategiesMany 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 “Increase Your Sales Performance With Better Forecasting Accuracy”

Top 10 Strategies to Guarantee Successful Executive Sales Meetings

Successful Sales MeetingsMany 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 sales techniques you can use 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 “Top 10 Strategies to Guarantee Successful Executive Sales Meetings”