Skip to contentSales trainer Ryan R. Dohrn A big goal is great. But, there are normally steps that need to be accomplished to meet the goal. For example, if you want to grow your sales business 25 percent, you may need to adjust your prospecting process, your proposal process and your closing process. This means there are…
Read more
Sales consultant/author Jill Konrath Sales prospects who work in the same industry are prone to face similar challenges. That’s why top salespeople collect as many testimonials as possible from existing buyers. Keeping a file of them allows salespeople to choose two or three testimonials that speak to a prospect’s biggest challenges. Once prospects see evidence…
Read more
Prospects who react strongly to what you present, even with anger, are going to be more involved and passionate about your offerings. Sometimes the best strategy is to let them vent. Anger is emotional, not logical. Often as prospects vent anger they will not give a logical reason for it. If you listen carefully for…
Read more
Objections give you valuable information. They can tell you what is most important to your customer, and they can tell you specifically where your company’s solution has failed to meet a need. The flipside is that objections can also be an indicator that you didn’t spend enough time identifying your customer’s needs to be able…
Read more
Don’t make “Alternative Revenue” or “New Business Development” a monkey on your back. Ask yourself, “How much new business revenue do I want to bill in the next 12 months?” Divide various opportunities in terms of, “I want to bill one vendor or program for $40,000, two dealer groups for $20,000 each…” and so on.…
Read more
