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Failing to do your homework will cost you in sales

Buyers today are more aware than ever before; they know what they want and they know they can get the information, products and services they need at the click of a button. Sales professionals are transitioning into informed business consultants who can add value through their expertise, insights and knowledge of a client’s needs. Whilst buyers are, on the whole, open to trying new brands and products, it’s down to sales professionals to make the right approach to even have a chance of getting those deals over the line. Here are top tips for getting it right in today’s competitive sales landscape: Don’t underestimate the importance of doing your homework Buyers know what they want, and any salesperson approaching them needs to know too. 79% of decision makers we surveyed said they wouldn’t bother engaging with a salesperson who hadn’t put in the necessary legwork before approaching them; 89% were…

10 Motivational Quotes to Fuel Sales Success

Original Article By Matt Hallett Mindset is everything when it comes to sales success. Our thoughts influence our beliefs. Beliefs influence our actions. Our actions impact our sales results. To help your sales team develop the right mindset, here are some principles on sales excellence… 1. To Open the Door to Opportunity…Don’t Sell Products. Sell the Problems You Solve. It’s not about the product. It’s all about the pain that your product can solve. Connect with your prospects by sharing stories about how you helped similar companies overcome their challenges, issues, and business problems. 2. What Sets the Best Salespeople Apart Is Not What They Sell…But Rather the Value They Create Through Delivering Insight. Top salespeople offer unique perspectives and educate their prospects on key business issues. They challenge their prospects’ assumptions. They create value by sharing ideas on how their prospects can increase revenue, reduce costs, or mitigate risk.…