In 1987 a TV series called Max Headroom broke onto the scene. It was a futuristic show about a network reporter who gets caught up in an experiment and becomes a computer-generated personality. The series only lasted 14 episodes, but it was fun to watch. Unfortunately, many sales people are talking heads, too. And they … Read more →
Posts by Kelley Robertson
During my career as a sales trainer and keynote speaker, I have been able to interact with thousands of salespeople and I have discovered that many of them still believe some myths about sales and selling
Here are seven of the most common myths.
The other night I spoke to a group of sales people and the topic of focus was creating a compelling sales proposal. Not everyone who sells a product or service needs to write proposals; however, many people do hear from a prospect, “Send me some information.”
Earning a prospect’s or customer’s respect is something that top salespeople consistently manage to achieve. But earning that respect can be difficult for many salespeople.
However, when you achieve that goal, the likelihood of capturing a sale from the prospect increases substantially. Here are five ways you can earn a prospect’s respect and start increasing your sales.
In the seventeen-plus years I have been working with salespeople and helping them increase their sales, I have noticed that many of them fail to ask for the sale. In my sales training workshops, people express a variety of reasons why they don’t ask for the sale.
Here are seven of the most common reasons why salespeople do not ask for the sale and what you can do about it.
Prospecting by telephone can be a tough grind. It seems that fewer and fewer prospects and decision makers are taking calls from salespeople. This affects not only your sales, but your sales motivation too.
The other day I was driving on a local highway to visit a client. I usually take one or two specific exits when I use this highway and I ended up passing the exit I actually needed to take because I was not paying attention.
Do you lie to yourself?
You may not think so but I suggest that you probably do. Here is what I mean…
The vast majority of sales proposals I have read during my career miss the mark. They either do not address the key issues that the prospect is facing or they fail to demonstrate how the prospect will benefit from buying the seller’s solution.
If you need to create proposals, here are a few ways to make yours stand out from the competition’s.
“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.”
Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But this approach does not create trust with customers and does not encourage repeat business or a lasting relationship.
It’s a known fact that salespeople who consistently follow up generate higher sales than their colleagues who don’t. However, mastering the art of effective sales follow up is challenging.
During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues…they ask questions.
If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things.