The second step of the sales process it the most important…Asking Questions. Your sale is made or lost based on your ability to ask great questions and listen actively to the answers. But before we start asking questions it’s important […]
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Conversational Selling Skills – Establishing Rapport
When selling it’s important to have a process…steps that you follow each and every time to help a prospect complete the buyer journey and, hopefully, choose to do business with you. The first step has got to be establishing rapport. If […]
Motivating Sales Reps
It’s my belief that the only one that can motivate you is yourself. That said, part of a sales manager’s job description is motivating their sales team. I suggest that if you want to motivate the salespeople who work for […]
How Long Should I follow Up For? Be Politely Persistent
I get this question a lot. “When is it time to give up on a deal?” “How long should I follow up for?” “How much follow-up is too much?” My experience is that reps either give up way too easily, […]