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sales homework
sales homework

Failing to do your homework will cost you in sales

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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…

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How to Increase Sales in 8 Seconds

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Article by Jill Let me ask you a question: What’s the one thing you can do in the next 12 months that will dramatically impact sales? I mean, if you really thought about it, what’s causing you the most trouble in your sales efforts? Don’t worry. I can wait for you to come up with an answer. Questions like that make you think. Any time you ask your own prospects to reflect on their issues, challenges, and priorities, it takes a while for them to formulate the answer. But if you’re like most sellers, silence drives you crazy. Imagine you’re talking with a prospective customer and there’s a brief lull in the conversation. I bet you jump right in to fill it. Am I right? A Whopper of a Sales Mistake Research shows that the average salesperson, after asking a question, waits no more than 2 to 3 seconds before…

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4 Things Every Rep Should Say in the First 5 Minutes of a Sales Call

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Article written by Emma Brudner This is it. The all-important first call with a new prospect sales tip. This conversation will set the tone for the rest of the relationship, and could even make or break a deal. No pressure, right? Considering just how much hinges on sales calls, reps would be wise to get the conversation off to a strong start. But kicking off a call can be awkward, as anyone who’s asked “So, uh … how’s the weather there?” at the beginning of a meeting knows. Mattson recommended that salespeople touch on four crucial points within the first five minutes of a call: Purpose Time Agenda Outcome First, Mattson suggested that salespeople establish the purpose of the call. “Make sure you’re on the same page about why you’re here today,” he said. Talking about the purpose of the call early on not only refreshes attendees’ memories, but it…

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