Sales Best Practice
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance. One of the most common of these negative and limiting beliefs is this: I have my own style of selling. This is one…
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There are two issues here: First, realizing the importance of using good questions effectively, and second, actually doing so.
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If you are prepared to handle the five most common objections you hear, you will be prepared to handle about 90 percent of your customer’s negative comments.
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Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process.
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The more knowledge you have of your competitors, the more equipped you are to present your own offerings in a positive light, and the more sales you will earn.
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Best Practice # 19: Keeps track of all the names, titles, and positions of all the key contact people within every account.
Read MoreA best practice for salespeople by Dave Kahle. Best Practice #23: Routinely makes powerful persuasive presentations. In my first professional sales position, I spent six full weeks in sales training before I was released to go out into my territory. That included memorizing two five-page, single-spaced sales presentations, presenting them to the sales training class, critiquing the video-taped playback of…
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If your company goes to trade shows, the pre-show process is probably a well-oiled machine. The staff knows who is going, the proper signage is ready, the handout information is packed, and your team is ready to meet potential new clients. Getting everything together and organized may take some time but it is almost automatic to you at this point.…
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Sales Best Practice #40: Has several ways of influencing the customer to want to see you again. By Dave Kahle Rarely is a business2business sales call a one-call close. Our products are too varied and sophisticated, and the customer’s buying processes are too complex for that. If we see a prospect for the first time, and aren’t able to identify…
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Sales Best Practices #36 – Accurately measures the potential in each account By Dave Kahle Every day, salespeople are confronted with the necessity to make these three time management decisions well: Where to go? Who to see? What to do? The master salesperson understands that consistently making those decisions well will, more than any other one thing, determine his/her success.…
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