Nobody wants to make a bad decision. People don't like the unknown; they fear it. They're leery about making any change when there's the possibility of a career-derailing failure.
Your prospect's perceived risk can quickly turn into a sales objection. In order to prevent that from happening, you need to make them feel like they're in good hands.
I'll never forget my meeting with the VP of Sales for a hot telecom company. They'd loved my proposal, so I figured we were getting together to kick off the project.
"I'm afraid I have bad news for you," the VP said. "We think your training program is superior to the other ones we've looked at. Your pricing is fair. And your ability to tie it in with our new product launch is unsurpassed. However, we've decided to go with your competitor."
Today's post from the Chamber of Commerce features business-growth advice for small companies.
Making a sale is always a challenge. Whether a cold call or a follow up on a referral, closing a deal takes strategy and intuition to client needs. When that is rewarded with success, a sales high takes over – if only momentarily.
Once the endorphins wear off, there is still work to be done. After you’ve made that first sale, how do you turn a one-time buyer into a long-term client? Or in the case of a contract agreement, how do you ensure a renewal when the original term ends?
If you're not doing online business meetings yet, you will be shortly. They're great for initial meetings, in-depth discussions, demos, presentations and more. Here are some things to consider to make sure you come across as a real pro.
It’s often a lot easier to set up a video business meeting than an in-person one. Your prospects often prefer them because it gives them an opportunity to determine if it’s worth taking their valuable time to continue the conversation.
That’s why it’s important to make sure that it goes really well. Here are a 4 tips to ensure you have a successful video business meeting.
Stuart Armstrong faced a big challenge. He needed to get his company into as many decisions as humanly possible -- and he was starting from scratch. Below you'll read how he used LinkedIn to jumpstart his prospecting initiative.
While selling for a growing technology company, Jill Rowley embraced "social selling" via LinkedIn, Twitter and more with a vengeance! Check out her LinkedIn strategies below to see why she is consistently a top salesperson.
If you're like everyone else these days, you're overwhelmed with way too much to do and not nearly enough time to get it done. One of our biggest problems though is something we can control.
In today's article, Thomas von Ahn, founder of Viral Solutions, Inc. shares the LinkedIn strategies he and his partner (Christine Kelly) use to generate the majority of their business. They use LinkedIn Groups to consistently generate high quality leads from people who already view them as credible resources.
What makes a good sales pitch? If you're selling to the corporate market, let me be frank with you. Nothing in the whole wide world makes a good sales pitch.