4 things ‘lucky’ salespeople do right
If you know a lucky salesperson, we’ll let you in on a secret: He’s not as lucky as you think.…Click to continue
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10 top-notch prospecting techniques for sales pros
It’s imperative to keep the pipeline filled with prospects. As a result, the prospecting process must come to occupy a primary place in a salesperson’s list of priorities if success is to be achieved.
Power questions your salespeople can ask to build relationships
Sales success usually begins with the ability to ask good questions and then listen — really listen — to the answers. Some salespeople fail to ask the right questions. Others ask the right questions but don’t listen properly to the …
Overcoming call reluctance: What sales pros need to know
For some salespeople, prospecting is the weakest link in the selling chain because they suffer from call reluctance. But whether they’re experienced sales pros or new to the field, they need to quickly overcome it to survive.
7 ways to turn a customer ‘no’ into a ‘yes’
Some salespeople look for an exit right after prospects say “no” to an initial closing attempt. Others take a negative answer personally and push to reverse it. In other words, they switch from being helpful salespeople to determined opponents, raising the …
5 things customers want from their salesperson
What customers look for from a salesperson today is a lot different than what they wanted just a few years go.
