EyesOnSales.com

Create a ‘No Excuses’ Sales Environment

Thu, 19 Nov 2009 13:15:25 -0500

What is your company’s sales culture or environment? Can it easily be articulated consistently across your organization? read this article and assess how your sales enviroment measures up.

Selling to Customers with Their Own Agenda

Thu, 19 Nov 2009 10:43:18 -0500

Your customers have done their "due diligence" and already determined their selection criteria. They're satisfied they have all the information they need to make a sound decision. Now they're just checking with suppliers to find which ones meet their needs at the lowest price point. They may even be comparing your company against a preferred vendor who has worked with them for months. So what's a seller to do? Here are a couple suggestions.

Setting Goals that You Can Achieve

Thu, 19 Nov 2009 09:43:09 -0500

In this clip, Dan Lappin, from Caskey Achievement Strategies, is one of Dan's sales training sessions with a client. This has a lot of helpful information for sales people of all levels and fields of work.

Sales Process - What Have You Gotten Away From?

Thu, 12 Nov 2009 11:23:42 -0500

Following a sales process is a practice sales teams should follow during each deal. In this article, Dave Kurlan reinforces how easy it is to get away from the fundamental processes, strategies and tactics that impact sales efficiency.

Fire A Bad Client?

Tue, 10 Nov 2009 13:56:55 -0500

Do you know what makes a good customer for your company? On the other hand, you know how to identify bad customers, too. You can't focus on the customers that are winners until you shed the losers. To be more productive, I challenge you to fire your bad clients!

Using Success Stories to Close Sales

Mon, 09 Nov 2009 13:20:35 -0500

Success stories are powerful tools to help prospects understand the value of your offering. Customer success stories can be used at any part of the sales process including in initial product demos all the way to final negotiation conversations to solidify reasons to do business with you.

Thinking Like Your Customer

Fri, 06 Nov 2009 15:29:44 -0500

In order to think like the customer, salespeople need to talk less about product features and talk more about real life situations to which customers can relate. In CustomerCentric Selling®, we call this a usage scenario.

Sounding More Natural on the Phone- Tips That Will Lead To Sales

Tue, 03 Nov 2009 13:09:00 -0500

If what you sell means you have to pick up the phone – either to set appointments, call prospects back, or return calls to clients, then you have to learn how to sound natural and how to avoid putting your prospects, gatekeepers, assistants, etc., on notice that you’re trying to sell something.

Winning in a Value-Driven Economy

Tue, 03 Nov 2009 10:37:26 -0500

Selling in today's value-driven economy is hard. You have already done what you can to cut expenses, focused on establishing the needs of your current customers, and identified new markets. What else can you do? The answer is focusing on making sure your prospects "get" your value.

Free Webinar: How to Use Technology to Build a World Class Field Sales Organization

Mon, 02 Nov 2009 14:51:17 -0500

Join us for a free Webinar sponsored by Landslide Technologies.
Wednesday, November 4th, 2009, 1pm - 2pm ET
Register Now! - CLICK HERE TO REGISTER

A recent SellingPower whitepaper (From Sales 1.0 to Sales 2.0) lists some dire statistics for field sales organizations. Among other things, the whitepaper points out a recent Cahners survey in which 58 percent of buyers report that sales reps are unable to answer their questions effectively. And 40 percent of sales professionals’ time is spent trying to find the information and knowledge required to do their jobs. On top of that, more than a quarter of all B2B sales cycles take more than seven months to close a deal, an increase of almost 2 months more than just a little over 5 years ago.

How do you as a field sales manager or salesperson reverse these trends?

Please join presenter Razi Imam, founder of Landslide Technologies, Inc. and guest speaker Russ Dworshak, Regional Sales Manager of Compressor Systems, Inc. as they talk about real-world ways to use technology to help your field sales organization sell, interact with buyers, and plan sales strategies more effieciently and effectively.

In this webinar you will learn how to:

Focus on your sales process,
Stop wasting time on non-essential selling tasks,
Interact with buyers effectively and appropriately in order to move the deal forward, and
Take opinion out of sales forecasting.

Register Today! - CLICK HERE TO REGISTER

Wednesday, November 4th, 2009, 1pm - 2pm ET / 10am - 11am PT

Call Me Back Next Month! Putting an End to the End-of-Quarter Blues

Fri, 30 Oct 2009 13:47:10 -0400

Preventing stalls and objections is the single most powerful - and least used - sales technique I know. Start implementing these useful strategies to anticipate stalls and turn them into sales today.

Sell More with Two Powerful Words

Wed, 28 Oct 2009 13:20:24 -0400

Could two simple words really help you to sell more? These two words are not ones that you can ever say to a prospect, but they are guaranteed to drive your revenue and income. Enough mystery, the two most powerful sales words are synergy and priority. Why these two words? Read on for the details!

Complimentary 200+ Page ‘Sales Performance Optimization Report’ Offer

Tue, 27 Oct 2009 10:23:05 -0400

The CSO Insights is the go-to report that measures 100s of key sales metrics as well the proven best practices of top performing companies. You can be a part of the 2010 report and receive a copy of the final report for no cost! Click "more" to learn about this special offer.

New Prospecting Strategies to Get in the Door

Mon, 26 Oct 2009 10:40:25 -0400

This year has changed the face of prospecting and opened up a whole new set of tactics to help you grab the attention of your contacts. This article provides quick and useful tips for getting in the door and getting in front of your prospect.

Sales Humor: Selling Power Parody of a Few Good Men

Fri, 23 Oct 2009 11:20:28 -0400

Gerhard Gschwandtner borrows from Jack Nicholson's performance in A Few Good Men - rewritten for salespeople. Tune in for this humorous, yet realistic, take on how valuable salespeople really are!

Sales Tips: Don't Hide the Purpose for the Call

Thu, 22 Oct 2009 14:49:41 -0400

Don't misrepresent sales calls to try to get in. Callers misrepresent themselves to get and keep someone on the phone. They use such guises as: surveys, database updates, or something similar. Don't get me wrong- I'm not saying market research does not have a useful function-- it does. Just don't mask a lead generation or sales call as something that it's not.

Three Sales Tips to Remember Before Your Initial Sales Meeting

Wed, 21 Oct 2009 15:08:47 -0400

In this short video clip Ed Wallace, of the Relational Group, gives listeners three tips to think about before going into your first client meeting.

Desktop Distractions: Four Ways to Control the Chaos

Tue, 20 Oct 2009 11:12:47 -0400

Remember a time when we could get work done at our desk? When our office was the place where we wouldn’t be interrupted? Well, these days are slipping away as we’ve become victims of distractions, interruptions and general noise on our desktops.

Two Things Sunk the Titanic: They Will Also Sink Your Sales Results

Fri, 16 Oct 2009 10:37:46 -0400

In April 1912 the world's largest and seemingly unsinkable steamship sunk. Two things contributed to this disaster and the extraordinary loss of life. "The 90% factor" and "An assumption". The same two things could cost you the sale.

The 5 Biggest Sales Management Coaching Blunders

Wed, 14 Oct 2009 09:44:41 -0400

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders.

What's Stopping Your Prospect From Buying?

Mon, 12 Oct 2009 13:17:41 -0400

I have gotten many requests for advice on how to get a prospect/customer to tell you what's really going on. Many of you wrote that after multiple calls, messages, etc, when you do get them on the phone all you get are vague answers. If this has ever happened to you, then here's how to deal with it.

Sales Tips: Push the BETTER Button

Fri, 09 Oct 2009 15:36:21 -0400

Although there is no doubt that many companies are struggling today due to the down economy and the fact that customers are spending less, simply waiting for a recovery will not help your company to maintain or even increase business in the near term. So what can you do?

Sales Compensation: What Is The Definition Of A Sale?

Fri, 09 Oct 2009 12:05:33 -0400

I recently received the following question from a website visitor:

"I have a question about the definition of 'a sale.' I would like to hire an outside, non-exclusive salesman that works on an 8% commission. I now need to determine what constitutes 'a sale' for the job description. How do I go about this?

Free Online Webinar: Business Relationships That Last: 5 Steps to Transform Contacts into High Performing Relationships

Wed, 07 Oct 2009 11:09:03 -0400

Join Ed Wallace on Tuesday, October 13th at 1PM EST for a free online webinar. Learn proven strategies for transforming contacts into relationships. This is an event not to be missed. Register today!

Can B2B Sellers Succeed Without Cold Calling?

Wed, 07 Oct 2009 10:14:20 -0400

A couple of months ago I was on a Roundtable discussion when the question arose as to whether business-to-business salespeople can be successful without cold calling.

Don’t Overdo It! Avoid the Trap of Overselling...

Tue, 06 Oct 2009 14:19:11 -0400

It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause.

No, You Don't Have to Cold Call--Ever

Mon, 05 Oct 2009 07:45:00 -0400

Like almost every other salesperson, I must use the phone to connect with some of those prospects. Nevertheless, I refuse to make cold calls. In my opinion, there is hardly a more worthless use of time and energy than cold calling.

“Why Can’t I Hire The Right Sales People?”

Mon, 05 Oct 2009 04:45:00 -0400

A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.

From Prospect to Client in Thirty Seconds

Thu, 01 Oct 2009 11:00:00 -0400

The process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, trying to close the sale. Months can pass, or even years, between your first encounter and getting the prospect to sign on the bottom line.

How Can You Sell When You're Not The Lowest Price?

Thu, 01 Oct 2009 07:00:00 -0400

I wish I had a dollar for every time I was asked that question in a sales training session. It's certainly one of the most common questions I hear coming from professional salespeople - and their bosses. There are a variety of answers -- too many for just one column. But, we can identify one of the most powerful ways to deal with this problem.

Five Ways to Negotiate More Effectively

Wed, 30 Sep 2009 09:30:00 -0400

“What’s your best price?”, “That’s too expensive”, “Your competitor is selling the same thing for….” Most salespeople and business owners hear statements like this every day. That means it is important to learn how to negotiate more effectively. Here are five strategies that will help you drive more dollars to your bottom line:

3 Hard-Earned Sales Lessons from the School of Hard Knocks

Wed, 30 Sep 2009 06:30:00 -0400

The pathway to sales success is strewn with lost opportunities, embarrassing moments and downright stupid mistakes. In my opinion, one major difference between top sellers and average ones is their ability to turn these disasters into growth opportunities.

Selling Services: Fifteen Powerful Open-Ended Questions

Tue, 29 Sep 2009 09:30:00 -0400

The best way we can serve our clients is by knowing what's going on in their worlds. And the best way to find out what's going on in their worlds is to ask them open-ended questions—the kind of questions that get them talking. Following are fifteen-open ended questions you can ask that will help you get the full picture of your clients' situations and needs.

Seven Ways to Thrive as a Leader in a 24/7 World

Tue, 29 Sep 2009 06:00:00 -0400

The challenges of a 24/7 world are many, but as a leader there are four that are especially important to consider – both as an individual and in your role as a leader.

Whether You Present First or Last, Have a Plan

Mon, 28 Sep 2009 05:00:00 -0400

Here is a question I get asked often by my audiences and readers: "Is it better to present first or last during an evaluation?" Over the years, I've gone first, I've gone last and have been in the middle. (I just won an engagement presenting fifth out of six contenders.) When you present is certainly a factor, but most important is how you position yourself from the buyers' point of view.

Wishing For The Sale Is Not As Effective As Asking For It

Sat, 26 Sep 2009 10:59:10 -0400

Art Sobczak found recently discovered that salespeople are making sales harder on themselves than they should be! Ever feel as though you are ready to BUY and the salesperson just wants to go over features and benefits for an eternity? AS a salesperson its simply CRUCIAL to know when you ASK for the sale.

Do You Know The Best Kept Secret For Attracting Clients?

Fri, 25 Sep 2009 05:00:00 -0400

So What Is The Best Kept Secret For Attracting Customers? Tell a story. I see it all the time. Especially at networking events or functions where people are introducing themselves and their products or services. Just a whole lot of BLAH BLAH and nothing that makes me FEEL anything. (guess what - your potential customer feels the exact thing - BOREDOM). Tell a story to keep them interested!

Sales Tips from a True "Relational Capitalist"

Tue, 22 Sep 2009 13:35:43 -0400

I know somone who knows the value of getting more sales from all of his client-facing professionals—and so, appropriately, trains his staff to become better at focusing on relational capital—is Jerry, a client and friend who owns a rapidly growing corrugated box–manufacturing business. In a word, Jerry is a true relational capitalist!

Why Customer Service Destroys Salespeople

Mon, 21 Sep 2009 13:11:07 -0400

One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople.

Selling Power: Sales Forecasting

Fri, 18 Sep 2009 14:01:46 -0400

In this Selling Power Daily Report Video Kim Orumchian the Founder and CEO Right 90 is interviewed by Gerhard Gschwandtner. The two discuss sales forecasting and provide tips for how your sales organization can capitalize on this valuable metric.