It is almost unthinkable for, any experienced salesperson, to go into a sales meeting or pitch, without preparing to some extent. How can you prepare for success every time? By improving that preparation and addressing several crucial aspects along the way.
Sales should be considered a process of education. To educate a prospect effectively, you need to help them to realise their discontent with their current reality in contrast to their potential reality. The 6C approach enables you to do this accurately and can be replicated every time.
Good salespeople often speak of an instinct, which tells them when to go in for the kill and make the sale. The pre-close technique takes the guesswork out of the equation!
When you put so much effort into your marketing to attract the perfect, warm leads, why would you let them go cold? That’s where a well thought out lead funnel comes into play.
Leading a business is not just about expertise, it is about having the right mindset. When thinking about sales, it is important you are defining it in the correct way for yourself and your team so that you can help your prospects in the best way possible.
The DISC personality assessment helps to identify peoples natural, behavioural tendencies and can be used to increase cooperation in the workplace. We explore how an understanding of these traits can help improve performance from a sales perspective too.
Creating a well balanced incentive structure doesn’t need to be a hard task. Here we discuss some frameworks you can use as a basis and how they can help to improve team and business performance.
By building rapport with your prospect you will help to increase that sense of confidence they have in you and your product or service. This is one of the key elements in any sale and there are a number of measures you can take to help in achieving this.