Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.” When it comes […]
How to Influence Without Being Pushy Read More »
Many companies—particularly new or small firms—may wonder if there’s profit in indirect sales. The debate has been going on for many years, and any simple internet search will render countless opinions about the best business decision. Like most things, there are pros and cons that you need to examine fully before you make your choice.
The Pros and Cons of the Indirect Sale Read More »
Sales effectiveness is a measurement of a company’s ability to succeed at each stage of the buying process, from the first interaction with the customer to the last. Most of the time, that interaction happens before a sales representative has even become involved, with the customer becoming engaged through marketing, or even the client’s own
Sales Effectiveness Guide Read More »
Through Corporate Sales Training, you can learn that sometimes your potential clients may be interested in what you have to offer, but your demeanor turns them off. While the temptation to “go in for the kill” on an interested lead may arise, it’s important to be mindful of the image you project. Are they going to feel
Three Selling Techniques to Avoid and What to Do Instead Read More »
The sales profession is one of the oldest and most prolific out there. Selling products can be fulfilling and enjoyable, but finding the right sales approach is often a challenge. The wrong sales approach can ruin negotiations and keep you from getting what you need from a deal. If you need to improve your sales
5 Little Tips to Perfecting Your Sales Approach Read More »
Compromise is an essential element in any interaction. In business specifically, compromise is critical to ensuring the needs of all parties are met and that healthy and prosperous relationships are fostered and maintained. Leave the Emotions Out of It In some business situations, emotions can be helpful. Compromising is not one of these situations. When
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Oftentimes, people labor under the impression that once a sale is made, the sales and negotiation process ends. This, however, could not be further from the truth. The initial acquisition is the first in an extended series of talks, negotiations, compromises, and pitches that will continue throughout the newly established working relationship. Seek Feedback Feedback
How to Keep the Client After You Made the Sale Read More »
One of the most terrifying words in the English language is ‘NO.’ It’s the spoken expression of rejection, and it can really sting. For those who work in sales or jobs that involve heavy amounts of negotiation, and interpersonal communication the word ‘NO’ sounds like a death sentence. And a long-term string of NO’s can
How to Respond to 7 Common Sales Objections Read More »
Automation software can be greatly beneficial for sales and marketing professionals. Not only does it make sales processes and marketing campaigns easier to design and launch, but it can enable a sales team itself. A variety of sales enablement tools exist, each offering a different way to manage your sales and marketing team. Here’s how
What Are Sales Enablement Tools, and How Do They Work? Read More »
In the sales world, there are several types of negotiators, each with their own approach, habits, and tools. Negotiations with different companies usually call for different types of negotiators. The “people pleaser” tactic might not work on someone who wants to play hardball. Therefore, the key to understanding how to customize your negotiation skills is
4 Types of Negotiators: Which Are You? Read More »
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