Sales Professionals

Your bottom line is important, so you’ve determined that one way to help manage expenses is to use independent sales reps. In our previous posting, we talked about how reps can benefit your company. Managing one, or more of them poses different challenges than managing an “in-house” sales team. </ br> Set up for success … 5 Steps to Managing Independent Sales Reps: Sales Coaching Tips You Can Use

Do you need to cut costs and want to potentially improve your sales process? Using an outside sales force could be the answer. While many companies hire and train their own sales people, there are benefits to relinquishing a little bit of control, and bringing in manufacturer’s representatives to do the sales work for you. Manufacturer’s reps … The Bottom Line – Why Using Manufacturer’s Reps Should Be Part of Your Sales Process Improvement

You’ve identified a prospect and are ready to begin your sales process. You have great product knowledge, you have information about the prospect’s needs, you may have even begun to formulate your opening pitch. But what happens if your style of communication, or area of focus doesn’t sit well with your contact? Psychology may not … Add Prospect Personality Assessment to Your Sales Training

You’ve put in the work and followed your sales process diligently. The seeds of a potential sale have been sown by establishing contact, making a connection, and helping the prospect understand your offerings. But when do you know if all the effort may not bear good fruit? There are, unfortunately, times when you need to … Sales Process Red Flags: Sales to Avoid

Once you have recognized the buyer’s shift, you are ready to push forward. There are many techniques out there that individuals have employed for past years. I can tell you that while every technique is a good move, the simple “ask for business” strategy will earn you the most success. Prospects expect to be asked … What to do when you’re at the closing point

It’s the magic phrase that is on every salesperson’s mind: “close the sale”. There are many steps to closing the sale, and you must be aware of each. Recognizing the buyer’s shift will put you one step closer to landing that sale. As a professional salesperson, you must be in tune with your buyer. Recognizing … Recognizing The Buyer’s Shift

A prospective client can read about all of your services, read your blog, meet with your salespeople, but will still not have a 100% idea of what you can offer. A great way for people to really get a feel for your business is through a testimonial letter. What better way to get a feel … Testimonial letters – how to display loyalty

An ROI analysis is the “why buy at all” segment that is of high significance when relating to the buyer. It is a strategic, honest way of giving the buyer a glimpse at how you can bring them success. Most purchases are made to either solve problems (pain) or grow business (gain). 40% of solutions … Return-On-Investment Analysis

One of the most successful marketing messages that your company can utilize is the “done it before” approach. This message has been developed over the years by top marketers and is successful because it allows you to honestly differentiate yourself from the competition, while answering logistical questions. The best way to reduce possible risk in … Killer Arguments

In the corporate world, we are constantly thinking about image. We analyze how are perceived by others, both negatively and positively. As forward thinkers, our culture tends to highlight the positive perceptions and push the negative under the rug. I can tell you that if you sincerely care about your image as a whole, sweeping … Overcoming Negative Perceptions About Your Company