Skip to contentAccording to the recently released RAB-Borrell Benchmarking report, as 2017 gets underway, digital advertising has become the predominant form of local advertising. Local businesses now spend more on digital media than on all other forms of media combined. This chart shows the trend in digital spending over the last several years. It’s not an “us…
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Learning why a sale is won is almost as important as finding out why a sale is lost. But few salespeople ask a customer why they got the sale. They’re happy they got the business and simply move on to the next deal. If you focus only on why you lose, you may not understand…
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Avoid being pushy at all costs. Strive to ask a question only once -– whether it is the invitation to close a sale or anything else. You may have heard the famous quote from Albert Einstein, “Insanity is doing the same thing over and over again and expecting different results.” If you repeatedly encounter the…
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It’s easy to get so caught up in your sales presentation that you forget to pay attention to the most important person in the meeting – the prospect, of course. Prospects will often show that they have a question or comment during the course of your presentation. It could be in the form of a…
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If you’ve done your homework, you can bring specific examples to your sales calls. Whether you are a brand new salesperson, or a 20-year veteran working with a brand new prospect, a proven way to establish credibility is to reference success with other clients. “Third-party selling” is the process of strategically describing the successful implementation…
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