Posts Tagged ‘Sales Strategies’
What Stops Customers from Buying?
No sale is really complete until the product is worn out, and the customer is satisfied. ~L.L. Bean The key to running any business is having customers who want to buy your goods. Convincing a customer they not only want your goods but need them is critical to the sales process. In order to create…
Read MoreThe “Competitor” Question
It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? There was a momentary pause on the phone. The sales…
Read MoreProven Strategies for Boosting Sales with Powerful Customer Testimonies
Testimonials on your homepage and landing pages are perhaps the most magical elixir you have to turn prospects into customers. Keep a long list of good comments and consistently add to it.
Read More “Fix the Sales Problem!”
Revenue growth and revenue generation is dependent on the company’s ability to identify and target new markets for existing solutions, developing new solutions for existing customers.
Read More Stop Heroic Sales Efforts!
We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. The problem is, heroic sales efforts aren’t scalable!
Read More Is It Your Sales Process?
Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.
Read More Bad Commission Plans Drive Bad Sales Behaviors
I’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening to each other and each reinforcing the others’ positions.
Read More How to Win Back Former Customers
Do you remember the children’s song “Make New Friends, but Keep the Old?” Unfortunately many businesses do not, and instead are singularly focused on finding as many new customers as possible.
Read More The Product-Focused Company
Organizing by product lines is a very common business strategy. There’s some great power to this, but if we inflict our organizational structure on the customer, making it hard for them to buy, they’ll always default to the easy to buy choice.
Read More Neutral is Not a Strategy
Too often, I meet sales people who are uncomfortable with challenging their customers. Whether it’s out of politeness (the customer is always right), or not wanting to “rock the boat” with the customer, they are non-committal.
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