Relationship Selling I realize that for some customers all they want is the best price. Well, all of them do, really. They can't purchase the product or service without it. If you price, without properly qualifying, you'll leave money on the table. This could quickly become like other salespeople … [Read more...] about Should You Focus on Relationship selling?
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
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
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 The Importance of the Qualifying Step in the Sales Process