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By admin

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

So far, I have posted lots of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still, you got a “MAY BE” as an answer. Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advice that one needs to guide the conversation to make the prospect to come to a decision. But this is a tricky thing some time while guiding a conversation, salespeople become very pushy. So, the big question is, how do we guide the conversation while still making the prospect feel like they’re in control? There is a very simple solution for this, set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re working on the same team to get one of three decisions about a next step:

  1. Yes
  2. No
  3. Future meeting date & agenda (figuring out the next steps)

By following the above process, you are avoiding the “MAY BE” or “I WILL THINK ABOUT IT”. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meetings and make it your own, I promise you will start to see such positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process then ask me I am waiting for your comments.

By admin

Have you faced this situation in a sales call?

 

Have you faced this situation in a sales call? 

Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experienced this scenario every other day.

Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in details, but if it happens, here’s a quick fix. Let’s say you’re selling an amazing product to a prospect over the phone:

PROSPECT: “We need a new system and are evaluating options. Can you show me a demo?”

YOU: “Happy to do a demo. I want to make sure I show you the right parts of our system so do you mind if I ask you a few questions first so we can make the best use of our time?”

PROSPECT: “Sure.” (Most of the time)

Instead of getting straight into the demo, frame your first questions in a way that shows you’re trying to help them get the most for their time (which you will be) and they’ll appreciate it. Also make sure to note down every response and write down corresponding product solution points with your prospect’s responses.

I call the process this whole process of getting to the pain first “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair with this to close deals faster and more consistently.

Have you or someone on your team started selling the solution before you’ve ‘earned the right to pitch’? Click here and tell me about it.

By admin

3 Reasons Why a Sales Certification Will Benefit You

In The World Of Sales, Innovation Is Everything.

A lot of people debate on the importance of getting a sales certification and does it really sharpen your skills and improve your credibility. It is true that having a sales background and related experience in the market definitely helps you progress, but if you want to excel beyond measure you need something that makes you unique.

A sales certification enables you to see things differently, learn about the latest trends in the market and improve your chances of making it big.

Whether you are an experienced sales professional looking for hands-on knowledge or are just starting out –a sales certification can lift your career graph and take it to new heights. The consumer mindset is changing every day, and buyers are looking for more convenience, comfort and certainty in every transaction. Having a sales certification can do wonders for you because it will not only help you keep up with the trends but also set you apart from the competition.

Want to know why? Here are the top three reasons why a sales certification will benefit you. Check them out:

Enhance your Knowledge

With a sales certification, you instantly get an upper hand at the organization you are working in. Certification and training polishes your skills as you have a clearer understanding of key sales concepts and also know how to implement these concepts into the rapidly changing industry.

As a salesperson, you need to constantly grow and stay up-to-date with the latest trends. Whether you are in corporate sales or personal dealing, there is no end to learning and extending your professional expertise. While a traditional sales degree enlightens you about the basics of sales, an additional certification teaches you how to apply these in the market to reap instant benefits.

Prove Your Leadership Skills

Getting a sales certification brings out the best in you and awakens your leadership skills. In the sales industry, you are likely to meet with new people on a daily basis and work on challenging projects every now and then. As the sales team is the backbone of any organization, big or small, it is essentially important that you know how to lead your team from the front and keep up with the modern trends in the professional world.

With a sales certification, you become a sought-after expert in the industry and this helps you channel your resources better and grow your networking potential with each passing day.

Get Recognition

Having a sales certification not only makes for present success, but also opens doors to diverse opportunities in the future. A specialized certification on your resume enhances your worth in the industry and makes you a more credible and bankable asset for your company.

Furthermore, it also gives you a competitive edge that can boost your earning potential and widen the career prospects for you. With a sales certification, you actually market your talent and skills and prove to an employer that you stand out amongst the competition, are willing to go a mile ahead to distinguish yourself in the field and are dedicated to cash in your abilities for the growth of the organization.

Today, it takes more than just than hard work to excel in the market. Ongoing training and a thirst for unending knowledge are some of the key factors that influence your growth as a sales individual. If you strive to stand out with a creative approach and professional expertise, having a sales certification will prove to be the best tool to portray your credibility and competency to the world!

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?