Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.
The reasons may be prospects have an unending list of excuses for dismissing salespeople before the prospecting call conversation actually gets started. Those prospects who do listen to what the salesperson has to say still say that they’re not interested, regardless of how many features, functions, benefits, or advantages the salesperson mentions. Why is this?
Writer: James Alberson
Given the fact that people tend to do business with people they know, like and trust, what is the best way to build rapport with a prospect? Most salespeople think bonding and rapport is accomplished in some cursory chit-chat about a common interest discovered at the beginning of the sales call. However, bonding and rapport in
Sandler Training goes well beyond this superficial approach. Following are four ways you can develop a deeper level of bonding and rapport with your prospects.
Are you concerned about whether your sales compensation program is designed for optimum revenue attainment? You aren’t alone. Many of the business owners and sales managers we work with at Sandler Training Seattle share those concerns. Here are my top 7 things to consider when designing an effective sales compensation plan.
What does a company need to be successful? Many people would say investors and a solid business plan, but in addition to these important factors, a company needs effective managers. These capable leaders act as the backbone for a company, guiding members of the team to become better salespeople. Great leaders make tough decisions to ensure the company achieves targeted goals and takes advantage of opportunities that arise. In addition to quick decision-making, effective managers need to identify and act against potential problems before they become company-wide issues.
If your company suffers from lackluster sales, take a look at the management behind the team. You may discover that effective management makes all the difference for a successful sales force.
Since most of us aren't quite as perfect as we'd like, mistakes are bound to happen. But there are mistakes, and then there are the why-didn't-we-see-this-coming-type mistakes. Let’s look at the latter of the two and talk about how we can avoid 5 big innovation killers that can run rampant in any office or workplace.
Keep Reading »
