Not long ago I read a blog posting about the art of the follow-up. I liked the general concept presented by the author, that there are skills we can all learn that will improve the effectiveness of our sales follow-up. It was hard to argue with his premise. He assumes, of course, that there’s something […]
You don’t need to hire an expensive outsider to help you jump-start your sales.
Studies have found that the cost of a bad sales hire is four to seven times the annual salary of the position. Ouch! You can’t afford this. Nobody can.
With this guide, the sales reader will be able to develop tightly defined sales plans that increase sales focus, enhance a salesperson’s use of their selling time, reduce ramp-up time on new assignments or new territories and improve overall sales productivity.
I read an article today about how to handle price objections. In this article the author advises salespeople to avoid talking about the price of the product or service they are selling until after they have “demonstrated the value” of their product or service. Unfortunately there is a fundamental problem with that advice: You cannot demonstrate value without talking about price.
It’s not about what you sell, but how you sell in order to create value, develop credibility and build trust with your prospects, while differentiating yourself from the competition and winning more orders in less time.