Have you ever considered the relationship between trying something new and achieving success and happiness? Whether you realize it or not, you likely spend the majority of your day doing the same things you’ve done hundreds or thousands of times before. On one hand, having a routine is great for providing structure, efficiency, and comfort, but on the other hand, falling into one day in and day out can make you feel like a bystander in your own life. When’s the last time you ventured outside of your normal routine?
Could have. Would have. Should have. These are likely the thoughts going through your head when reflecting on a lost sales opportunity. But is this thought process productive? Thinking about what you could have, should have and would have done if only…is enough to drive anyone crazy.
Information gathering is important to any sales process. Gathering the right information is even more critical, but oftentimes, the step in the sales process that goes off track. But, what information are you collecting and why?
No one wants to be considered a “spammer.” The word is equivalent to an assassination of character in digital marketing. We’re all just trying our best to meet daily prospecting goals and close deals, etc., but is it really your “best” if the majority of these emails go unanswered? What if you’re approaching email with the wrong mindset? The average email open rate is 22.87%, which alone does not seem like a big number at all, however, the number of people who actually click through your emails is even lower, standing at a strikingly small 3.26%! I get a lot of salespeople emailing me every day. And most of the emails I get are absolutely horrible. No personalization. No clear message or call-to-action. No business value.
“I’m rubber and you're glue, whatever you say bounces off me and sticks to you.” “Sticks and stones may break my bones but words will never hurt me.” Growing up we are taught not to care what other people say about us with old adages like these. These sayings are great for boosting the confidence of a child, but they do little for boosting your business. Sticks and stones may break your bones, but words... may actually hurt your sales. Enter customer reviews.
Every salesperson knows the rush that comes with closing a deal. It’s like your birthday, Christmas, and tax return all came at once. In this moment, when you’re flying high, feeling like you are about to be awarded Forbes’ #1 Best Seller Of The Year, it can be easy to forget where the rush comes from. The adrenaline of closing a deal comes partially from the difficult path that led you there. If closing were easy, it wouldn't feel as good right? -- But that doesn’t mean you have to go through the trenches for every deal. To help you navigate common deal breaker behaviors, we’ve put together this handy cheat sheet to help you become the best closer on your sales team.
Developing competitive sales skills focuses heavily on being able to perform under pressure, in any type of situation or environment. Sales professionals who possess competitive sales skills are like professional athletes. They have confidence in their own abilities and fear their equally-skilled competitors, who may be better performers under pressure. Confidence -- born from focus, attention, and ongoing skill development -- is the chief ingredient for success, no matter what industry you are in. So, whether you’re training yourself or your team, it can be challenging to determine specific areas of development that are important to focus on.
What is a sales culture? And what does it take to build and maintain it? The basic building blocks of a sales culture appear to be simple, yet are challenging to implement for many.