Browsing Tag Sales Insights

Take Notes or Not?

I believe taking notes is very important (even though I had a good memory) so I found a pretty foolproof method to do that on sales calls. I came into every sales calls, even first-time calls, with a series of things I wanted to cover and I had the list on my Day-Timer, PDA, or… Read More

Use Your Time Effectively

Have you ever gotten to an appointment early or the contact  you were going to see is delayed and you end up sitting around waiting for a while.   Why not, if you can do it without disturbing them, spend a few minutes chatting with the receptionist or other people who may be in the surrounding… Read More

Focusing a Sales Call

Someone asked the question “How do you focus your prospect when a sales call is getting away from you? Once you see that things are disintegrating and going everywhere (and nowhere), I think one of the best techniques is to regroup and say something to your prospect like “We seem to be trying to cover… Read More

People Buy From People

Everyone’s heard the phrase “People buy from people”.  It may seem simple and obvious, but what does that really mean?  In face to face selling it means that the salesperson’s attributes are some of the most important factors in selling the customers they encounter.   Is the salesperson likable?  Is their personality appealing or is it… Read More

Think Win-Win

Negotiating can be a tough skill to master, but when negotiating the best result is usually a win-win solution.  This is not always achievable, but a win-win result leaves both parties feeling good and sets the stage for continuing  future business.  One of the best ways to achieve this kind of  solution is to try… Read More

Record Creative Ideas

As a salesperson you will often encounter situations that will give you creative ideas about how to respond. Record these ideas as they occur and encourage management to include a “creativity session” during the sales meetings where your ideas and those from other salespeople can be shared with the group. Your “group knowledge” will expand… Read More

Treat Everyone with Respect

Treat everyone in your customer’s organization with respect, from the receptionist to the president.  People learn what you are like by watching how you treat those who cannot necessarily help you.  To help you with this, realize that they have their own skills and talents and can do some things better than you.  Respect them… Read More

Cold Call Appointments – Be Ready with Value Statements

When you are trying to get a cold call appointment, it’s best to have some information ready.  Do some homework so that you will know generally about their business, their market, and other things they may face.  Rarely does the contact give you much information about their business, so it’s best to have two or… Read More

Be careful about “Going over your customers head”

If, for some reason, you need to go “over the head” of your contacts, make sure you can do it in a way which will not irritate them, or it could cause major problems for you in the future. One way is to offer to help explain something to the higher level person, or to include them in… Read More