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8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

You have invested a significant amount of time, money, and energy into an opportunity. Ironically, posing this question usually gives you the information you need to rescue the sale. It's not constructive for them to do this on their own. For more tips on avoiding common sales traps, download our free white paper, Three Biggest Sales Mistakes You Should Never Make. Sales Calls

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. It will allow you to: Objectively evaluate your team. 7 Signs Your Sales Rep Should Be Promoted: Making the Number Properly : Ultimately, fulfilling your sales job description is exceeding your quota. You must attend multiple sales meetings.

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A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. In case you are wondering, the purpose is usually a balance of helping the customers and their employers achieve their objectives, while ensuring their own success. The also-rans, spend time and energy building up calluses to protect their egos from constructive input, and change.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

The Secret to Building Strong Sales Teams

Sales Hacker

In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? I think about building sales teams in very much the same way. While they are diverse industries, I’ve applied the same sales leadership fundamentals at each company. Do’s and Don’ts for Building Strong Sales Teams.

4 Pieces of Advice From Modern Sales Leaders

LevelEleven

You have been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager.

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A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. In 2013, Cory hired a sales coach and has been receiving coaching ever since right up until the day before our conversation. What is The Sales Enablement Playbook about and why did you write it? Energy.

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Few would argue with how important it is for sales leaders to meet with their sales people on a regular basis. Common interactions typically include the monthly or weekly 1-on-1, sales kickoffs, weekly sales team meetings , and the quarterly performance review. But I believe the most impactful formal meeting you can have with your team is the daily sales huddle. What is a Daily Sales Huddle? When Is the Best Time To Run A Daily Sales Huddle?

The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)

Gong.io

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. How to Earn the Right to Ask Sales Questions. If done correctly, their guard will lower because they now view time invested with you as a means to getting closer to solving their business objectives. Ask Sales Questions the Right Way . Advanced Sales Questions for Pro Sellers.

James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

James Bawden is one of the hot talents in the sales development world right now. He’s got a killer podcast, a great personal brand and has an interesting story of how he found his true passion in an inside sales job, after working in retail sales. General Sales

3 Steps to Transform Your Mindset and Overcome Any Challenge

Sales Hacker

Mindset is the driving force behind sales performance, and as sales professionals, we all have to be pretty mentally tough. Mindset is central to great sales performance. The problem is that we often don’t see ourselves objectively enough to recognize when we’re in this state. Compulsion is a high-energy state of mind characterized by the compulsive need to do whatever it takes to come out on top. Sales Life Articles

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9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy. That will allow you to adapt your sales presentation to focus on how your own product/service can meet their needs. Keep in mind, you didn’t put all that effort into creating a concrete pricing plan for your product only to settle for something less for the sake of a sale.

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Storytelling is vital at every point in the sales cycle. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others.

TSE 995: TSE Certified Sales Training Program- "Strategic Planning"

Sales Evangelist

Strategic planning isn’t only for entrepreneurs: Shane Spiers says sales reps must know where they are headed and what the team’s common purpose is. Strategic planning helps sales reps work better as part of a team and achieve more.

5 Ways to Use Interactive Content To Prequalify Leads

Sales Hacker

In fact, research shows that only 27% of leads forwarded to sales are actually qualified. In this article, we’re going to look at how you, in sales, can help solve those problems and improve the quality of your leads with interactive content. What is most important for us, though, is that it can help your business prequalify your prospects — making it especially useful for sales teams. Suppose you work for a construction company.

Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. How Does Emotional Intelligence Work in Sales? Embracing EI to Make the Sale.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. These concerns are consistent with 2017’s results and are problems for B2B sales teams working their way through all stages of their sales cycles. This is a lonely time for a sales rep.

The Complete Guide to a Consulting Business

Hubspot Sales

Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? For example, let’s say you were hired to assess a sales team’s performance. Upon initial assessment, you recommend a new sales strategy and training plan.

The Ultimate Guide to Cold Calling

Chorus.ai

Cold calling is one of the most critical parts of your sales process. When done right, it can reduce your sales cycle length, help you identify more opportunities, and efficiently grow revenue. If you’ve been in sales for any amount of time, you know that the best practices around executing cold calls have rapidly changed thanks to new technologies. We looked at cold calls that progressed through the sales cycle. Energy can be felt - even over the phone! *No

5 Ways a Time-Aware CX Platform Can Save You Time [and Money!]

SugarCRM

The constructive use of time can be that crucial edge making your organization stand out from competitors. Sales teams can quickly and accurately access a prospect’s history to identify pain points or reservations that need to be overcome.

Talent Management Continues to be The Sand Dune for Businssess

Increase Sales

Research continues to poor that provide pathways to sustainable small business growth and yet small business owners, sales managers and even C Suite executives continue to stick their heads in the sand dune. When people know what they do well, then they can redirect their energies into those key talents instead of wasting time, energy and emotions on what they do not do well.

I Need to Think About It

Selling Energy

The next time you hear “I need to think about it,” think about this: if you take the path of least resistance and take the stated objection literally, you’ll either unnecessarily lengthen the sales cycle or you’ll lose the sale entirely. So what should you say when faced with such an open-ended objection? Your prospect may say, “Well, if you can help me construct a more compelling pitch than what I had to work with last time, I’d be willing to give it a shot.”

Need Some Meeting Mojo? Let Your Team Make Meetings Great – Part 2

Keith Rosen

Here are 5 steps to get your team to run constructive, engaging meetings. sales meeting that won’t be trite or redundant, then you’re probably asking the question to the wrong person. Here are a few ideas and templates to first set expectations around what you’re doing and what’s in it for your team by being part of creating more dynamic, constructive meetings. The byproduct, you achieve your business objectives.

3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads

B2B Lead Blog - Inside Sales

Teleprospecting can be a highly stressful, tedious and monotonous task, but mistakes can be prevented by giving the proper energy to each call and leaving unrelated issues aside. Along with focused energy, starting fresh with every call is essential in teleprospecting. Carrying any mistakes, assumptions or a bad attitude from one call to another is a sure way to miss out on opportunities for qualified sales leads. The great rule in sales is to ask open-ended questions.

Convert Leads into Meetings – 29 Hot Techniques

Chili Piper

Around 90% of the buyer’s journey is over by the time a lead reaches out to talk to someone in sales. The longer you take to move someone through your sales process, the more risk you have of not being able to get someone on a call. 80% of all sales need five follow-ups.