Providing value to prospects during the sales process comes down to a few key qualities: curiosity, preparation, expertise, and transparency. Here’s how to cultivate these skills and demonstrate your value so you can close the deal today and build a lasting relationship that benefits both you and your clients. 1. Be curious. Curiosity enables you …
The perfect learning experience should be a true balance between theory and practice. Although you may have been in sales for a while, there are always new skills and approaches to try, and reading about sales is a great place to begin. And if you’re new to sales, welcome to an inside look on how …
Sales success starts with providing value. And providing value to prospective customers starts with stellar communication. You need to get to know your prospect intimately so that you can highlight the right points during the sales process. Here’s how I do this. The value of in-depth conversations To provide value, you need to engage with …
Providing Value Through Exceptional CommunicationRead More »
It’s critical to provide value to prospects during the sales process. But the definition of value varies considerably from person to person, even within the same vertical and demographic. Generally, value is contingent on their pain points. Identifying what the biggest pain points are for the prospects and how you can solve them is exactly …
Know Who You’re Speaking To: Providing Value Through a Personalized ApproachRead More »
Negotiating a fair salary is a pain point for just about everyone. For the sales world, it gets even more complicated. Few sales team members are paid solely by salary, there are commissions, bonuses, and all sorts of goal incentives that need to be taken into account. Before taking on a new position, ask the …
Salary Questions To Ask Before Accepting a Sales JobRead More »
In an age when texting and emailing is the norm, it’s easy to see why some people think cold calling is dead. It’s harder to reach someone on the phone and it takes more time than sending a text or direct message. The truth is there are still plenty of opportunities for reaching people via …
You know from your own inbox that professionals receive a lot of sales emails every week. Most of these are rife with clichés that do little to advance a possible deal. If you’re sending out cliché-ridden emails, you’re not doing much to help yourself. Maximize the effectiveness of your communication by eliminating the following phrases: …
9 Email Terms to Retire (and What to Use Instead)Read More »
It doesn’t matter whether you’re starting your career or if you’ve been in the business for a long time: credibility is everything when it comes to sales. As the job entails dealing directly with people every day, often one-on-one, you must make sure your clients feel they can trust you. Working on credibility requires effort …
The best advice I can give to new sales professionals is this: Be intentional about everything you’re doing and why you’re doing it. If you can do that, you can channel your intentions into a successful sales career. Here’s how I’ve developed my own sales career through the principle of intentionality. Sales is a Mission …
Be Intentional: How Having a Sense of Purpose Can Propel Your Sales CareerRead More »
Experienced sales professionals know that summer is a tough time for sales. Many people are out on vacation, and that can slow down the sales cycle. Even if you are able to reach the person you need, they in turn might need approval from a colleague who is relaxing on the beach and the whole …