Sales people love to talk. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them.
All sales professionals make mistakes from time to time, irrespective of their industry, product, or skill level; and some are more common than the others. However, when it comes to business success, there is little or no room for mistakes because each one comes with a consequence.
Well into the 20th century, miners used canaries as a way to detect methane and carbon monoxide in mines. As long as a canary was singing, all was well. If a canary died, it was time to abandon the mine immediately. It meant the oxygen was running out.
Sales calls can be one of the scariest things to learn as a new employee or business owner. But while a sales call is not always necessary and should only be used in the right context, getting it right is critical.
Top sales people don’t just get to where they are because they make a lot of calls, or because they know the best closing techniques. In most cases, their clients have come to see them less as commission earners and more as trusted partners.
I recently had a truly unusual, memorable experience facilitating a discussion about pricing. What made it unusual? There wasn’t one question about pricing. Yet every person there described their ‘problem’ as a pricing problem. What were the real issues?
If you are looking for ways to expand your business, consider adding a mobile component. Obviously it has to fit with your business model, but here are three ideas to think about: pick up, delivery and on-location sales.
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