Using open-ended questions can transform your sales career. Trust me I know. I was born and raised in the New York City area. Back then I did everything fast. I walked fast, ate fast, drove fast, and of course since I was in sales I talked fast. It worked then but it doesn’t work now. [...]
Being a salesperson is very much like being a performer on stage. Knowing what kind of person to hire as a salesperson is difficult sometimes; mainly because most people interview well, yet few perform well. To maximize your success in hiring a sales staff, there are some key traits to look for in interviewing.
First, is [...]
Fixing the selling price can be based upon a value basis or a cost plus basis with either basis subject to modification according to market conditions. Not exactly scientific and true in all cases but the most profitable businesses tend to be managed by accountants while the best sales growth companies have a sales oriented [...]
Selling is essentially an art of persuasion, which is based on relationships. In its simplest terms, success in selling is determined by your ability to form high- quality relationships with your customers. This can be established by listening to your customers, fulfilling their needs and increasing your credibility.
1. Listen to your customers
It has often been [...]
Some people are great at it. Calling strangers and people they barely know comes easy for them. They speak with ease and don’t take it personally when potential customers are rude, curse at them or slam down the phone in their ear. Some people are born to be cold callers.
Then there are the rest of [...]