Skip to contentEven the best of the best have room for improvement. Make a decision to improve your weaknesses, and set goals to force yourself to do the things you don’t like to do. Be more creative in your prospecting, fact finding, and presentation skills. Imagine the perfect salesperson and compare yourself to the ideal. Source: Sales…
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What do your event sponsors really want? More tangible benefits beyond just visibility (read: signage), connections to personalities and talent, access to databases and mailing lists, and improvements in measuring the impact of their partnership programs. Knowing your partner’s sponsorship priorities is critical to successfully securing new and increased sponsorship commitments. Make sure you have…
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Your testimonials must be current, compelling and credible! Prospects want to know if your products and services work in today’s marketplace – not the one from five or 10 years ago. This point applies similarly to references. You can’t reinforce your “social proof” in the eyes of prospects if your references can’t be reached, are…
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Do not bypass gatekeepers. Build alliances. You never know with whom you are speaking. For all you know, the “secretary” is the owner. Gatekeepers’ jobs are to push you away, but in the same respect it is their job to determine what might be a benefit for the company. Humanize with them. Make a joke.…
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Sales is a career which requires you to stay flexible and keep learning over time. It can be very tough for new salespeople to keep trying different things; it’s tempting to latch on to a single sales channel or a single presentation style as a source of security. Unfortunately, if you let yourself get into…
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