Close the Briefcase is one of the world’s greatest sales technique. Use this sales tactic when you or your sales reps feel excessive pressure, and need to regain the balance of power in a negotiation.
Corporate sales teams are filled with fat — extraneous processes and steps that slow down customers from making purchase decisions. It’s time to challenge convention to deliver better sales results. To dramatically speed up sales you’ve got to cut the fat from your sales process.
Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.
Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
There's a prevailing attitude that "sales driven" companies are superior. I know I held that belief for the longest time. But it's a fallacy. Being sales driven is fine, but without continuous innovation sales are not sustainable. This idea rang home for me while...
“Sales can exist without marketing, but marketing can’t exist without sales.” This attitude is pervasive, especially in traditional industries, but it’s not true. As much as marketing can’t exist without sales, sales can’t exist without marketing either. They are...
Buyers verify everything. Whatever a sales person says will be checked and double-checked online. This point was clearly driven home for me this week. Sticky Branding is in the process of upgrading our office. We're negotiating with our landlord, we're getting new...
Sales isn't all that different than it was thirty or forty years ago. E-Commerce didn't displace sales people as many pundits predicted, and I don't see that trend ever truly materializing. People still buy from people. Even though technology has made it easier for us...
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