Closing deals can be stressful. The final push to overcome a client’s last objections and provide them with a great solution is tough. But don’t loose sleep over it.

Let’s combat closing’s daunting nature with some preparation. In a recent article, Geoffrey James notes the most important closing skills, “…to sell anything to anyone.”

It’s time to flex your closing muscles and end more deals. Let’s find out how:

Here are the 7 tips, in case you’re in a hurry:

1. Leave Hesitance at the Doorstep
2. Pay Attention to Customer Cues
3. Face Problems Directly
4. Beware Dysfunctional Buyers
5. Be Relentless, but Considerate
6. Specific Goals Are Your Best Friend
7. Finish Strong

Please feel free to comment below and share. We’d love your feedback!

Approaching a prospective client out of the blue isn’t as simple as it seems. So we talked to the three “renaissance painters” we know regarding the cold email.

Let’s see what they had to say:

Jon Birdsong is the CEO of Rivalry, a sales process management company in Atlanta, GA.

The perfect cold email contains charm, confidence, eccentricity, intelligence, pressure, creativity and patience.

Let’s explore.

The Title – Absolutely the most important part of the email. If this doesn’t prompt a recipient to open your email then all is lost.

What Prompts a Recipient to Open – Many sales reps wrongly try to jam too much in to the email title. Whether it’s cramming their value prop in 3 words or explaining a feature in 4 words, the best titles are the ones that get opened and from my experience, it requires a simple concept: familiarity.

Find the familiarity — just enough so they’ll open it. It could be the mascot of their Division 3 alma-mater or a response to their latest tweet. One example I recently used: after researching the individual on LinkedIn, he had a picture of the 13th hole at Augusta National Golf Club. So I titled the email, “13th hole at Augusta National” — we had a call two days later.

The Body: Assuming the recipient opened the email, now is the time to use your charm and craft.

Also address the recipient by their first name.

Sentence number one: The first sentence should be the “icebreaker.” The goal of the ice breaker should focus getting the recipient’s mind away from the “who the heck is this damn stranger emailing me” mentality. Use charm, humor, wit, or bravado and directness to break the ice. A great sales rep can tell through the digital footprints what’s the best approach for each recipient.

Sentence number two: The simple ask. The ask in a cold email is never for more than a 10 minute call — even Warren Buffet has 10 minutes to hear something potentially valuable to his organization. Keep the ask broad and generic. Focus on the mutual industry: sales, marketing, HR, etc.

Sentence three: Show gratitude for them reading this far and consideration to meet.

The Sign Off: End with Best, Sincerely, Respectfully, or more. Feel free to put a blog post or catchy title in the “P.s.” This is where you can really “sell them” if you feel inclined.

Scott Britton does Business Development at SinglePlatform, a company that helps local businesses get their digital menu in front of consumers on the search sites and mobile apps that matter most

1. The most important action once someone has opened up an email is to get them to read it.

Thus, the goal of the first sentence is to get them to read the second sentence. The goal of the second sentence is to compel them to read the third and so on. It doesn’t matter how amazing your call to action is in the fifth sentence if no one ever makes it that far, which is why understanding this component is so important.

2. I’ve found using copy and a tone within a cold email that’s conversational vs. rigid yields the optimal response rate. I hypothesize this is because:

• Taking this approach assumes familiarity vs. this person doesn’t know me
• This is a stark contrast to spammers who cold email
• People like doing business with people they like. You come off as more likeable using this approach

If you’re interested in more sales and business development strategies on cold emailing, you can check out “The Approach and Getting A Meeting” section of this comprehensive resource on startup business development.

Adam Wexler is a social media expert and founder of Insightpool, a resource for social automation software.

Keep it short and sweet.

Make sure the opening email is three sentences or less. Start it with a friendly opening (e.g. hope you’re doing well). The second sentence could be dedicated towards a quick description of your company or why you’re writing, but you’re often better off just getting to ‘the ask.’

Make sure the question is easily digestible. As David Allen could tell you, if it will take over two minutes to answer, busy people will push it off and likely never get back. Ideally, make it a ‘yes’ or ‘no’ question with the ability for them to describe why they said either of those. Only at the end do I craft my subject, and I often try to make it something ambiguous that will ensure they open the email at the least.

More than anything though, the majority of replies will often come from the followup (but that’s a story worthy of another blog post, right?)

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We were inspired by these experts to create some tips of our own:

1. Personalize

The last email your prospect wants to read is a generic one. Find out the basic information about your prospect. How did you hear of them and why do they interest you? That is a question you should be able to answer in the beginning of the email. Take it a step further- if they have a blog, read it and tell them what you thought of a post. There is a world of data out there for you to find out about your client, so utilize it.

2. Be concise

Assume your prospective client is very busy. They don’t have time to read a long email- if anything it will deter them from wanting to finish the email and will encourage them to press the “delete” button. Be brief and to the point. Send them something they can read on their phone or in the hurried moments they get to check their email on their computer between meetings.

3. Call to Action

Be specific- what do you want the client to do after they read your email? Establish what the next step is. Asking a specific question such as “Are you available to talk next week?” is a better chance of getting a response from your prospect than “I hope to hear from you.”

We’d love to hear your tips about the cold email. Comment below!

Ago Cluytens is an international sales champion and the Practice Director for EMEA at RAIN Group. He’s a thought leader who understands the power of sincerity and trust in sales and is an expert and translating this knowledge to the average sales practitioner.

I’m glad he’s into sharing his knowledge because I’ve learned a ton from him (as well as some of our fans of this series – where we got the recommendation).  Ago contributes on his blog and has one of the best LinkedIn profiles in the game.

Check out these short clips (and my miniature picture) to learn more about Ago and get pumped for enterprise sales:

• Being the Buyer?
• Think Like the Buyer?
• Get the Scoop?
• Find the decision makers?
• Stay Knowledgable?
• Favorite Sales Book?

All the full monty below:

The latest revamp of the Superman series, Man of Steel, hit theaters yesterday. In an action packed two and a half hours, Superman struggles to find his identity and save mankind. But you don’t need to head to theaters to find a symbol of hope. Simply look to content marketing to overcome your struggles and save your sales.

As we have discovered, traditional marketing can be…bland. It may mean you’re not generating enough leads. And in turn, your salespeople are struggling to meet their quota. Content marketing can be your spark to become a super sales and marketing team.

Traditional marketing talks at people. Content marketing talks with them. – Doug Kessler

Content marketing focuses on growing a library of information that is relevant to your customers. It creates opportunities without creating extra work. Building the best content marketing strategy available will help your sales immensely.

Here are our recommendations for the best marketing strategy there is:

Don’t let marketing be your kryptonite! Use content marketing and watch your sales skyrocket. We’d love your input and best content marketing strategies, please share.

Over 5,000 sales professionals around the world are getting value from the SalesLoft offering.

But what exactly can we do for you as a revenue generator? Professionals ask us this question everyday so we’ve decided to answer it here.

Below, we’ve created a short and simple slide-share with information about what we have to offer. There are links throughout the slides for you to connect directly to each offering. Have at it!

Here are our products again:

1. Free Job Change Alerts for LinkedIn Connections
2. Job Change Alerts for Salesforce Connections
3. News on Companies
4. Prospecting Tools

If you’d like to learn more, please don’t hesitate to drop us a note.

As it nears baseball’s All-Star break, it’s time to start voting for the home town heros you want to see play at Citi Field in July. For us, this means it’s time to share one of our All-Star sales strategies- with a baseball twist, of course.

Many of you may remember our Ducks on the Pond video with Hortonworks’ Dan Michael. This exceedingly simple analogy explains how your sales process can be translated to baseball, including stats like ERA, batting average and slugging percentage.

We’ve used Dan’s homerun hitting strategy to create this graphic:

We hope you’re as excited as we are about this baseball sales process! It may be simple, but it certainly packs a punch.

We’d love for you to share your thoughts and comments.

Buyers are frequently rude to sellers.

They don’t treat us with the most respect. Maybe it’s because so many of us perform the sins of selling and have trained them think of us a “stereotypical sellers.” The best sales folks have tough skin. But that’s not enough. We must learn to overcome the common dysfunctions of sellers if we’re to close more business.

Here’s a walk through some of the most common dysfunctional sales buyer behaviors and how to overcome them:

1. They Just Want to Check Out Prices

Buyers hate having their time wasted yet are all too willing to waste sellers’ time.

These buyers are only interested in determining what their options are in terms of price. They have no real need to invest, at least at the time. While they dip their toes in to test the waters, they’re wasting the time and energy of salespeople who think they are actively interested in purchasing their product. In this case, be direct. Ask the buyer for their needs and timeframe before divulging all you have to offer.

2. They Need More Bids

Occasionally, a buyer will have already chosen who they plan to hire, but may need a few more proposals. They won’t feel bad wasting your time, energy and resources on a dead end, as long as they meet their quota. Don’t agree to do a large amount of work without any compensation. It’s your time, and you have a right to use it productively.

3. They Hide Vital Information

When buyers don’t trust sellers, they protect information the sales rep needs to find a solution. This leaves the salesman grasping at straws, left to deliver a solution that lacks specifics tailored to the buyer. In turn, the buyer is dissatisfied and their lack of trust towards the sales rep is reinforced. To combat this, ensure the buyer contributes all pertinent information. If they refuse to answer questions, it’s in your best interest to drop the deal and move on to other prospects.

4. They Make You Fill Out RFP’s

Particularly, generic proposals that have little or nothing to do with the task at hand. They take a huge input of time and resources to complete, with the possibility of not earning a single penny. Again, don’t be afraid to ask questions. You don’t get paid to fill out paperwork, you get paid to deliver solutions.

In other cases, your buyer will take you (or your competitor’s) best ideas and implement them internally. It’s free consulting for them, but it’s a huge waste for you. Be confident in asking for compensation for your time and effort.

5. They Refuse to Let You Talk to the Decision Makers

Sometimes they’ll even refuse to talk until the proposal is complete. The seller is hung out to dry by unreal expectations, and left to guesswork. Be up front with your buyer regarding your expectations, rather than just meeting demands. Keeping a level playing field will develop respect on both sides, allowing a better flow of information.

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It’s your job to promote a work ethic in which your buyer is open and provides you with honest, necessary information.

Don’t stand for BS. Work hard to place your buyer on the same team working towards a common goal.

As a sales leader, you may think group meetings with all your reps are effective. That may not be the case.

In reality, group meetings can be a waste of many people’s time and effort. After watching a sales coaching webcast, we wanted to highlight the value of having one on one sessions with your reps…

One on one meetings are a small step leaders can take to increase forecast and pipeline predictability while improving the skills and focus of your sales professionals.

Here are 5 reasons why one on one meetings are better than group meetings:

1. They Actually Save Time

In meetings with your entire sales team, hours and hours of valuable time can be wasted going over numbers, when not all of that data pertains to the particular rep who has to listen in, and ultimately doesn’t cover everything they need to talk about. Sales coaching through one to one allows you to dive in deep with each rep, maximizing your time and productivity.

2. They Result in More Specific Planning

What better way to get your rep to come prepared with details about what to discuss than the idea of meeting each other face to face? When your rep is prepared to discuss detailed lists of targets and opportunities for pipelines, it creates room for dialogue and further discussion about what to do next to advance sale opportunities. This creates a specific focus on the pipeline that is usually overlooked in big group meetings.

3. They Help Develop Stronger Relationships

Personal contact between you and a specific sales rep can easily be lost in the group setting. The ability to look your sales rep in the eye during a one on one, whether in person or video chat, will ultimately lead to a valuable personal relationship. This geniality will inevitably come in handy when you do have a demand you want your rep to meet.

4. They Provide More Insight on the Progress of Sales

One on one meetings give you the ability to ask your rep specific questions and get a better gauge on how a sale is moving along that you wouldn’t be able to ask in a group setting. Gaining this insight is invaluable because you can have a better opportunity to coach the sale and furthermore develop a more accurate prediction of how it will end.

5. They Will Improve Skills Faster

No two sales professionals are the same. Diving in and coaching one on one will improve their sales tactics as individuals. And overall, that results in an unstoppable sales team– not just a sales team with a top salesman.
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Insights like these from Cloud Coaching International and Tony Robbins can forever change your company’s selling strategies. By implementing one on one meetings that happen on a regular basis, you will create a more successful work environment.

Is it the real deal? We’d love to hear from you.

It’s Saturday, and we think it’s time for a laugh. We’ve compiled the silliest, most awkward, and of course- funniest- sales pitch videos we could find. Sit back, relax, and enjoy.

#1 Tommy Boy: Brake Pad Pitch

In this classic, Chris Farley goes a bit too far trying to explain just why their brake pads are the best.

#2 Dragon’s Den: Virtual Call Center Pitch

This one is a little awkward to watch. When you pitch your product, make sure it actually works. Especially in front of possible sponsors.

#3 The Office: Practice Sales Call

Dwight refines his sales tactics on none other but his office nemesis, Jim, who gives him all he can handle.

#4 Infomercial: Host Faints but Pitch Goes On

Right in the middle of her pitch for a child safe tablet, this host faints…but luckily her co-host is there to keep the pitch going without missing a beat.

#5 Shark Tank: Seller Freezes Mid Pitch

Everything’s going great until this guy forgets the next line and freezes up, throwing off the rest of his talk. This defect is purely in delivery.

Every so often, a new sales book comes along and makes a splash. Just like when we read SNAP Selling and How to Say It, we’ve gotten excited enough about a new book to share it with our community.

When the third person in two months recommended Let’s Get Real or Let’s Not Play, we had to dive in. This book communicates a new way to transform a sales culture with clarity, authenticity, and emotional intelligence.

It’s groundbreaking.

It has already inspired us to write about client fears and B2B buyer beliefs, so below we’ve carved out the most impactful, interesting and tweetable quotes from cover to cover:

1. Helping clients succeed is not a euphemism for sales— it is the essence of sales. [Tweet This]
2. The more that salespeople concentrate on their clients’ numbers, the more their own numbers go. [Tweet This]
3. Client calls are more successful when the client does most of the talking. [Tweet This]
4. It is not a problem until the client says it is. [Tweet This]
5. I love selling. It encourages me to constantly grow in every facet of my being. [Tweet This]
6. Sales skills are life skills. [Tweet This]
7. Generating demand is clearly as critical as fulfilling it. [Tweet This]
8. What makes us better at sales makes us better in life. [Tweet This]
9. The single largest determinant of profitability is account retention. [Tweet This]
10. Getting real involves challenging lazy thinking and penetrating façades, games, defenses, fears, and illusions. [Tweet This]
11. There is no ultimate sales methodology or one right way of doing things. [Tweet This]
12. Increase your choices for succeeding in a way that benefits both you and the client. [Tweet This]
13. Even talented and ethical sales professionals can be judged guilty until proven innocent. [Tweet This]
14. Choose your top five prospects and invest 95 percent of your prospecting energy in those opportunities. [Tweet This]
15. Emulate the client’s speed of talking, intonation, inflection, or emphasis. [Tweet This]
16. Most buyers make their buying decision early in the process. [Tweet This]
17. The salesperson’s goal is to augment your awareness of what is possible to accomplish in sales. [Tweet This]
18. Your clients will decide how much information to disclose based largely on their perception of the intent behind your questions. [Tweet This]
19. As trust goes up, speed goes up and costs go down. As trust decreases, everything slows and costs rise. [Tweet This]
20. When people feel they are being manipulated or led to your conclusion rather than to their own, they will often move aggressively in the opposite direction. [Tweet This]
21. The moment there is suspicion about a person’s motives, everything he does becomes tainted. [Tweet This]
22. We are more successful when we concentrate on the success of others rather than on our own. This is not a platitude. [Tweet This]
23. Helping clients succeed not only feels better, it is tremendously more effective. [Tweet This]
24. One of the hardest behaviors to overcome is the tendency to immediately go for the first solution. [Tweet This]
25. The first time you test price with the client should not be when you present your proposal. [Tweet This]
26. You cannot help someone succeed who has no perceived needs or wants. [Tweet This]
27. Successful business development is a balance between inquiry and advocacy. [Tweet This]
28. For our clients, how we “sell” is a free sample of how we solve. [Tweet This]