Entering a large account is a little like a campaign: individual battles may be won or lost, but the ultimate goal is the big deal. Here’s an illustration of the top 3 strategies you can use to ensure you win. Feel free to print it out and stick it on your cubicle, wall, or wherever else you like
In sales it’s very easy to get caught up in the day. You have your calls to do, inbound calls, requests to manage, prospects and clients to visit, and meetings to attend. Before you know it, Friday rolls around, and you realize you’ll need to push quite a bit to the next week. You tend to lose sight of the big picture, and you may find it difficult to hit your targets as a result. I’ve written previously (you can find the article here) about how important it is to plan your day. Here’s how to take it to the next level: plan and organize your week to drive those sales through the roof!
The prospect isn’t always right; it’s an old truism that simply isn’t true any more. And I think it’s time that we, as salespeople, begin to step away from it towards more realistic relationships. The reason it’s no longer true is because the products we’re selling, especially in the B2B world, have become increasingly complex and capable. As such, it takes time to assimilate enough knowledge to make a judgement of whether to purchase or not. We need to reevaluate the treatment of our prospects because we want to avoid uninformed decisions wherever possible.
Contrary to popular belief, the principles of honesty and integrity are absolutely vital to every salesperson. Here’s a nice illustration you can print out and stick on your cubicle, wall, or wherever else you like.
The best salespeople master the art of conversation. They know how to build rapport, gauge needs, perform business discovery and qualification, and ultimately position and sell a product effectively. It all seems absolutely natural when they talk, as if this is merely part of another conversation.