When it comes to making sales, you need more than luck. While it doesn’t hurt to have it, you need to have product knowledge and the ability to sell. Salespeople need to have great communication skills and be memorable. There are three techniques that a great salesperson uses to get in front of customers and make sales.
The Progress Coaching Blog
Tim Hagen
Read Customers Better Using Proven Sales Techniques
Recently, I had a salesperson come into my office to try to sell me a service. He came in, sat down and asked me two questions: what I do and how I thought the business was running. He then immediately launched into his sales speech. I sat back and listened as he made a classic selling mistake. I had no need for his product, but he was intent on selling to me. He had an “I have to sell”..
Do Your Employees Know What to Do?
Lets not make assumptions of what people can do without confirming that they know what to do. In order to perform effectively employees need:
Coach Every Day!
I am working with a group of reps now at a client site, and I try and inspire them everyday but to do so we need to be creative. Check out this audio of ideas:
Coaching Inside Sales People
Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really need to be doing is coach. Business..
How Long Should Coaching Last?
Nobody wants to sit through training sessions and listen to someone dragging out a lesson. They want the session to be short and engaging. While coaching should be continuous, the actual training sessions should be given in short bursts. Research shows that adults learn best independently and when the material comes in quick segments that do not take up much of their time. Not only should..
Where do Business Opportunities Lie in Social Media?
We all know the importance of social media. We have heard that it will help lead us to prospects, and it will give us more face time with our customers. Deming Hill did some research and put together these statistics:· Adults spend 15+ hours on the internet every month· 93% of B2B buyers use search engines to begin the buying process· 9 out of 10 consumers will find you when they are readyThis..
It's Always Sunny...in the Workplace
It’s Always Sunny in Philadelphia is probably one of the funniest shows on television. For those who have never seen an episode, you should change that. It is a show about a gang of friends that own a bar in Philly. They are constantly trying to either get rich or establish who is the best. While watching a marathon the other day, an episode caught my eye because it had to do with business..
Advantages of Computer Based Training for Prospecting
How many cold calls did you make last week? How many are you planning to make this week? With new technology and social media sites, the answer should be relatively low. The way inside sales teams prospect has gone in a completely new direction. Salespeople no longer rely on the cold call as a way to generate business opportunities. Instead, they are turning to the web. It used to be that..
Top 5 Tweets with Sales Tips
These days most companies and top business salespeople are using social media. One social media site that is taking off is Twitter. Twitter allows you to update your status. You can let others know what you are doing, any events you have coming up or any papers you have just put out. You can post links to your blog or you can just write a quick tweet to let people know where you are. Here are..