By: Scott Sindelar, Ph.D. Hidden fears may be hindering your sales. Whatever you are selling, products, services, even yourself (in a job interview), your fear may be blocking your success. ... Even though we may not know how to operate the mental machinery that triggers fear, it is possible to learn how to operate and control it.
By: Sharon Drew Morgen For centuries – at least since the serpent convinced Eve to eat the apple – sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale. But if you look at the numbers over the years, the success rate from prospecting to close has remained the same: in general, you close approximately 7% of your identified buyer population.
By: Lydia Ramsey Can you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won' t get another chance with that potential client. But if you make a great first impression you can bet that the client is more likely to take you and your company seriously.
By: Sharon Drew Morgen In general, every industry closes less than 10% of the prospects they call (first call to close), with over 90% falling in the 7% category. And, since there is no scientific way of knowing which prospects fall into the 7%, we continue running after all ‘hot' prospects until they disappear. And then we make excuses for those we lost while having no earthly idea why we actually lost them.
By: Lynn Robinson, M.Ed. Check in with your intuition before making a sales call. Why? The insights and promptings you get from your "inner voices" can help you score more sales more easily than when youy go it alone.
By: Lisa Lake When most of us set out to market a product or service, we simply figure that if we point out how great the thing is, it will pretty much sell itself. We don't always consider who we're selling to, what they want, how they feel, and how we can speak to those inner feelings that really motivate them to spend money.
By: Ron Sathoff As a salesperson, you have to remember that you are selling yourself as much as you are selling a product, especially if you are looking for any kind of return sales or long-term relationships with your customers.
By: Meredith Pond Did your high-school history teacher ever explain to you the importance of taking and keeping class notes? If you didn't take notes, you probably suffered the consequences. Well, the same rule applies in the business world.