Make Clear Statements and Close More Deals
As a salesperson, once you have your prospect’s attention, you need to make a clear, concise statement of the problems that you solve for customers. Think about what problems you can help the prospect solve. You need to customize your sales solution not only to your prospect’s industry, but also… Read More
Stay Connected with your Sales Prospects
After you make a sales presentation or deliver a proposal, you must stay present in your prospects’ lives. The longer a prospect takes to make a decision, the greater the possibility that fear will develop when you’re not there. Therefore, to effectively handle your buyers’ fears, you need to regularly… Read More
Slow Down Sell Faster Now Available
What is your Sales Management Style
Are you directive, or supportive? A bottom-line driver? Or a cheerleader type? Hopefully, you are a combination of all of the above. Being flexible is the key, and your flexibility needs to be rep-specific. Consider the skill and will of the individual salesperson. What does this rep lack: skill, will,… Read More
Create a Great Sales Team
Your role as a sales manager is NOT to do all the selling. Your role is to develop an elite, high performance sales team. Coach your sales people to continually get better at helping their customers buy. To do that, you need to focus more on developmental coaching throughout the… Read More
Get Commitment in Business to Business Sales
A common problem for salespeople is getting “go-forward” commitments (specific actions the customer commits to take). As a coach, you need to ask your salesperson what actions the customer has taken. What’s important is not where your salesperson is in his or her selling process, but where the customer is… Read More
Sales Secrets for Business to Business Selling
Stockbrokers and banks know that a client who has a single account is more likely to switch providers than a client who has multiple accounts. The more products and services a customer buys from you, the higher their switching costs and the more difficult it is for them to change… Read More
Get Sales Feedback from your Customer
Book Review Slow Down Sell Faster
We just received another great review on my new sales book: Slow Down, Sell Faster! “A practical and important book on how to align your sales process with the buying process of your customers. By moving at their speed, guess what? You sell more.” – ChangingMinds.org Click here to read… Read More
New Sales Book by Kevin Davis Gets 5 Star Review
John Chancellor, a noted independant reviewer of business books on Amazon.com, recently read an advance copy of Kevin Davis’s new book “Slow Down, Sell Faster!” He gives the book “5 Stars”, the highest possible rating. Here, in part, is his review: “In a number of ways this book takes a… Read More
