How many times should I ‘follow up’? Naturally, as salespeople, we want the business to come in. Maybe your solution can’t be tied up on the spot, so you may need to follow up with the client. As part of your follow up, do you spend time carefully...
A client not answering calls or returning emails can derail a sales rep. We are going to cover 3 areas of why clients may ‘go quiet’ on you. Are you adapting to clients – reading the signals? The client’s buying strategy The salesperson is too...
Recently, I accompanied a director on a client visit where the client mentioned the director’s main competitor.Despite his attempts to remain open and hear what that client had to say about the competitor, his body language and tone changed.The client quickly...
Training resistance is fairly common—and often for the most unexpected or obscure reasons. Employees and even leaders can be sceptical of sales training, often due to past (boring) experiences, misconceptions, or a host of other underlying concerns. Research indicates...
Have you ever considered you might be the one delaying the sale? Think about some different meeting scenarios for a moment. You confirm an appointment with a potential client, Jack. The meeting is scheduled for next Thursday at 2 pm, and you will see three people:...
So how do you “sell” without actually “selling”? Well, the fact is that people who don’t consciously ‘sell’, are the most successful. When you think of a salesperson, what comes to mind? I often ask this question during my programs: I want to get into the...
