If buyers could get by without salespeople, do you think they would? It is an interesting question if you stop and consider the role of the salesperson. Of course, considering the role in an abstract way is one thing, but what about when you consider it from a personal perspective? What happens as a salesperson when you put your emotions aside for a moment, relax, take a … [Read more...] about Why Buyers Don’t Like Salespeople
You will always be your number one customer. It's not the big account you service, nor is it the hot new prospect you just uncovered; it's you. The reason is simple. If you're not completely confident in what you're selling, you will never come close to maximizing your sales potential. The current sales environment makes the need to sell yourself even more important. If … [Read more...] about Do You Believe in the Products You are Selling?
Sales and business development are the life blood of almost every business. If you aren't bringing in new clients or creating new revenue streams your business is, for all intents and purposes, stagnant. If you don't think you are a, "people person," or would rather spend your time developing new products and services for your company, you could benefit greatly from outsourcing … [Read more...] about Benefits of Outsourcing Your Sales and Marketing Teams
Why is it that so many sales managers don't coach their salespeople? Surprisingly, it has little to do with a lack of coaching and leadership skills. Below are three common reasons, and some ideas on how to change this problem. Reason One. Sales Managers are Focused on Selling, Not Coaching Many sales managers rose through the ranks to become the top salesperson in … [Read more...] about Why Sales Managers Don’t Coach their Salespeople
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
Sell to the customer's value expectations, not to your value propositions. We've all heard the rule of listening to what the customer has to say, and there's not a salesperson who thinks they don't listen to the customer. Reality, however, is quite the opposite. I find time after time when I'm working with salespeople across any number of industries that the failure to … [Read more...] about What Does Your Customer Really Value?
Most companies train their customer service representatives to ask questions to solve problems. Cross-selling is extending those existing skills since selling is really nothing more than good problem-solving. At the same time, cross-selling skills can be unique and can be as foreign to customer service reps as another language. In order to effectively cross sell through the … [Read more...] about Train Customer Service Representatives to Cross Sell
QUESTION ON Finding Independent Sales Representatives I am interested in finding independent sales reps to market and sell our services. Is the best way placing ads or are there online gathering places for these people. Also, how to the outsourced sales agencies rank. Is it better to do it yourself? - Daniel ANSWER Advice by Tammy Harrison Dear … [Read more...] about Finding Independent Sales Representatives