Are you sending e-mails to prospects instead of calling them? Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls? Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward? Email vs. Personal Contact Sad but true, these days most people … [Read more...] about 7 Pitfalls of Using Email to Sell
Sales Objections
Selling a Price Increase in a Soft Market
Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal. Yet, as unpleasant as it can be, it is often essential. The problem of selling a price increase in a soft market usually stems from the fact that the salesperson and the customer are coming at the situation from different perspectives. … [Read more...] about Selling a Price Increase in a Soft Market
Top 4 Sales Excuses that Stop You from Winning More Clients
Sales people come up with a number of excuses on why they are not getting more clients and why they can't sell. Here are the top sales excuses that stop you from winning more clients: Excuse #1: “I Don’t Have Enough Time To Prospect or Focus on Sales Related / Dollar Productive Activities.” Solution: Create Time. Sales professionals of all levels and business owners who … [Read more...] about Top 4 Sales Excuses that Stop You from Winning More Clients
Why Do Customers Raise Objections – and What to Do to Eliminate Them
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Engineering Your Marketing When I was seven one of my favorite ways to … [Read more...] about Why Do Customers Raise Objections – and What to Do to Eliminate Them
Common Obstacles to Sales
One of my favorite sports is the men's and women's hurdles. I'm always impressed by these athletes' ability to run at full speed and leap the hurdles without breaking stride. But each time I watch this track event, I have the same reaction. If they just went out on the track and removed those barriers, it would be a heck of lot easier to get around the track. The athletes could … [Read more...] about Common Obstacles to Sales
7 Ways to Stop Selling & Start Building Relationships
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. We need to learn how to stop selling and instead start building relationships with potential clients. I was inspired to write this article after a few coaching sessions with a client named Michael, who sells … [Read more...] about 7 Ways to Stop Selling & Start Building Relationships
People Love to Buy, But Hate to Be Sold
I'm buying a new car at the moment and I forgot how much fun it is. Choosing the make and model, test driving - and being a girl, of course the color has a huge influence on my buying criteria. Think about the last time that you made a purchase that you were really delighted with. Do you remember the pleasure, the anticipation of how the purchase would enhance your life? … [Read more...] about People Love to Buy, But Hate to Be Sold
Why Buyers Love to Delay Buying
Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they're going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can't make a decision. Many times, though, the delay is nothing more than a tactic on … [Read more...] about Why Buyers Love to Delay Buying
How to Eliminate Objections and Increase Sales
You're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about it." "We already have a supplier." "We prefer working with a larger … [Read more...] about How to Eliminate Objections and Increase Sales
Copywriting Tactics to Dissolve Buyer Skepticism
When making a purchasing decision, people have their "rip off radars" on high beam. They're wary and so they should be -- after all, they're about to spend money so they want to be sure they're not going to get ripped off, AND they want to be sure they're going to get the absolute best return on their advertising dollar. You need to overcome buyer skepticism. Anyone can … [Read more...] about Copywriting Tactics to Dissolve Buyer Skepticism
