If you are one of the many millions of Americans who will be shopping this holiday season for gifts for loved ones, friends, and business associates, you are in the driver’s seat when it comes to finding the best prices. Several events this past year have merchants scrambling to set prices … Read The Full Post
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.
But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales … Read The Full Post
How to Calculate Sales Conversion Rate. In marketing terms, a conversion is when an individual acts in response to your call to action. For instance, most websites have a form where visitors are asked to sign up in order to get weekly newsletters. Any individual who signs up to the newsletter … Read The Full Post
A growing number of community banks are recognizing that new and more aggressive competitors are taking new business they “believed” they would or “should” have. To help combat this they no longer accept the practice of “business as usual.” They are taking the time-proven actions it takes to train, coach and … Read The Full Post
The main problem was that sales scripts ended up cornering the person I was calling into a “Yes” or “No.”And that made me feel sleazy and just fed the negative “salesperson” stereotype. It seemed too unnatural to pick up the phone and immediately pitch what I had to offer. I felt … Read The Full Post
We have all been there at some stage in our business lives – the dreaded negotiation with your most awkward client. He regularly screws you to the floor each year on price and everything else you have to offer! Pretty quickly you see every negotiation as a battle and all your … Read The Full Post
Most of us at some point in our career have experienced the frustration of being unable to “close the deal”! We’ve walked away wondering what else could have been said, shown or done in order to GTC (Get The Check).
Well, I’m here to suggest to you that sometimes it’s simply … Read The Full Post
Hourly rates that you charge your clients are very closely related to the ultimate success or failure of your business. Your hourly rates must be high enough to sustain your income needs and not so high that you drive away your sweet spot, small business, target client.
The most common mistake … Read The Full Post
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it’s what we do with them once we get them.
One of the most critical mistakes a sales … Read The Full Post
Almost any salesperson can improve their results by doing more prospecting. When an salesperson is brand new in the business, oftentimes prospecting takes up a large part of their time because they really have no active transactions they’re working on. But sometime thereafter salespersons can get out of the habit of … Read The Full Post