Sales Tips

Before prospects will invest time meeting with you, much less invest in your product or service, they will want to know, “What’s in it for me?” Rather than discussing the features of your product or service, focus on the desirable outcome your product or service creates and the process by which that desirable outcome is produced.

Hiring season is here, and it’s you’re chance to show off your skills and really shine. You may be one in a million, but you could be competing with dozens of others to secure the sales job you’ve been dreaming of. The right preparation and an idea of some of the elements that are commonly included in sales interviews can help give you an edge.

The reasons you give a prospect to buy are rarely the reasons a prospect buys. In fact, a prospect sometimes buys in spite of your reasons. Our reasons for buying are a stock list of features that many times mean nothing to a prospect or they simply don’t care about them.

A good pool of prospects is one of the keys to a successful selling career. Knowing how to prospect effectively keeps a career vital, and is truly the lifeblood of sales. Yet, so many sales professionals overlook the crucial element of having a prospecting plan. With a plan to follow, you can measure your efforts and results.

Is there anything you can do about your sales cycle? We will discover there are many patterns in the sales world. If we understand the patterns and what causes them, we have a chance to shorten the sales cycle. Many salespeople believe that their sales cycle pattern is set, and it can’t be sped up or done differently. They are convinced that, “It is what it is,” so they follow the outline that has been laid out before them, convinced that they are powerless to change things.

My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of herriddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are. Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk

Sales isn't for the faint of heart. You don't just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3: "No Mutual Mystification," deals with an issue that often plagues sales professionals –  "happy ears."

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life. WHY does that client seem to be determined to drive you insane? It's your fault ... Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend. She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door