Sales Reps Tips
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  • Focus on making a difference.

Nobody cares about your product, service or solution. That’s the hardest thing for sellers to realize. All they care about is the difference you can make for their organization.

 

 

  • Slow down to speed up your sales.

This was one of the hardest things for me to learn. When I first started selling, I was so eager to be successful. I tried to wow my prospects with my great product knowledge. I closed often and early. But the more I tried to rush things, the more resistant to moving forward my prospects became. They’d throw out obstacles and objections that I couldn’t overcome. When I learned to slow down, parcel information out over multiple meetings, and simply advance the sales process one step at a time, suddenly my sales increased.

 

When you’re scared about not getting the business, your prospects can intuitively sense your fear. One of the major symptoms is rushing the sales process.

 

  • Analyze your sales approach

It’s not important what you say. The only thing that matters is what your customers hear. For example, when I was trying to reach a decision maker a while back, I decided to leave the message on my own voicemail first to see how I sounded. When I listened to my message, I was appalled. I sounded pathetic! So I worked on scripting my message and kept calling myself over and over till I finally created something I would respond to if I were the prospect.

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