Whether you have two or 200 salespeople, just talking to more people isn't the best way to improve closing ratios. Measuring their sales activities generates more sales and allows you to know exactly where they need coaching. Are You Using a Sales System? Before we get too deep, let's make sure … [Read more...] about Relationship Selling: Measuring Sales Activities Generates More Sales
Relationship Selling
Relationship Selling- A Tool for Improving Your Presentation
Since you are following my articles on Relationship Selling, by now you’re starting to get it that I believe in following a system. That doesn’t mean every sale made is templated. It does mean that the more times you can follow a system, your closing ratio goes up. Practice the Fundamentals Before … [Read more...] about Relationship Selling- A Tool for Improving Your Presentation
Relationship Selling- The Importance of the Qualifying Step in the Sales Process
If you and I were sitting at a table together and I asked you to guess how much money I had in my wallet, what would you say? I’ve done this exercise thousands of times. Nearly 90% of salespeople start naming a number trying to guess. That approach is a long shot at best. A guess of any amount … [Read more...] about Relationship Selling- The Importance of the Qualifying Step in the Sales Process
How to Handle Incoming Sales Calls
In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of incoming calls to the business. Salespeople many times don't treat them as a true lead. This misjudgment is costing the salesperson and the business thousands of dollars … [Read more...] about How to Handle Incoming Sales Calls