There are no prizes for second they say. However in selling there often are. Keep in touch and be helpful and friendly and one day your chance will come. Their favoured supplier will let them down at some point. Or even more key their sales contact leaves. The relationship starts again and you have your opportunity. Make the most of it.
4 tips from recent sales courses. Great ideas come out of interactive, lively training sessions.
Don’t call too often. You’ll probably irritate them. Plus it’ll demotivate you too. If they’re not taking the call, chances are there’s a reason.
3 top tips for appointment setting over the phone for field based sales teams. There are many subtle differences between selling face-to-face and setting your own appointments over the phone. Here are some of our ideas to help.
Framing questions with customers so that it is easy for them to say yes will increase sales. This is all a part of advanced selling skills.
You don’t find high pressure selling tactics used in B2B business to business markets, at least not as commonly as in B2C sectors. There are differences in the nature of the customer relationship in these 2 environments which means hard sell doesn’t work in industrial or commercial sales. Here’s why.
8 traits of successful sales people. What makes some sales people more successful than others? Not just these 8 for sure, but this is a good blueprint to help keep your own personal bar set high. Setting high standards leads to greater satisfaction and more success. You know it makes sense!
Tracking down the decision maker on the phone. If you’re getting blocked at reception by a policy which says your intended contact doesn’t accept phone calls, try another route in. The receptionist is blocking you because that’s what they’ve been told to do. However there are many other people in the organisation perhaps who don’t know the official line.
When is the right and when is the wrong time to reveal the price when you’re selling? You may want to do this at the end, but what if you are asked – directly by the prospect? How should you handle that? Here we put both sides of the argument.
Tips on rapport building. This is a bit like tips on being a nice person. However building trust and integrity with your contacts is vital to build long-term sales relationships with them. And there are no easy solutions either.