Every single one of the hundreds of sales people I’ve had conversations with over the past few years will point out that they’re not like everyone else. They need to sell something they believe in, offer it to clients in a morally defensible way, and through that have a positive impact on their clients organisation. In addition, when we work …
I know most of our clients at YourSales would certainly agree you can’t have too many leads. Very few of them are seeing too high influx of leads and most would like more. That’s why the following surprises me: Most of the companies we speak to don’t use or are even aware of this way of getting additional information about …
Everyone knows and agrees that asking questions is extremely important for Sales Professionals. Earlier today I read this excellent post on the topic of open and closed questions by Sales Guru, Stephan Derksen. The post provides excellent specific examples and suggestions you can easily use in your own sales work for information gathering, qualifying, and building rapport – go read it! What is …
This post is a response to the question “What are the best sales tools for inside sales?” over on Quora. Good question. Inside Sales is so tools driven that you may actually want a list like this. I’ll write this as I go through my day with Indendent Sales Consultants both signing up customers and talking to partners and other Independent Sales Professionals. This …
Just heard something really startling: if you’re a waiter who takes an order, changes are about 70% higher of getting a tip if you repeat your customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what your customers just told you. If you respond to any request with words or …
Are you the kind of Sales Professional who helps out your customers wherever you can? It’s an excellent way to win friends and create trust. Only problem is, you don’t know the questions that need answering, the issues that your prospects need help with. Until twitter, of course. On Friday 15th of February Richard Tubbs posted his Friday Favourites, a …
Every day, we all ask questions. To sell something, to get to know something, to get to know someone better, to understand… One day it dawned on me that when we ask questions, many of us make a disastrous mistake: We suggest answers, and thus direct our conversation partner’s thoughts in a particular direction, limiting the answer that we receive. …
Recently I participated in a discussion in a LinkedIn group for Sales & Marketing Professionals in the Netherlands. The discussion was in Dutch, and has been meanwhile (2018) been deleted for a long time. What’s your input? What’s most important for a sales professionals success? My gut feeling response was, I think, fairly spot on. What it takes to be …
The very first time you’re put in a chair with a phone and a computer in front of you, the task at hand usually is to – at best – call on customers who haven’t been called on for a while. At worst – and more frequently the case – your task will be to call people who have never …
