Sales tip: Overcome challenges and use professional angles

Daily sales tip to help you succeed Cold calling, as we learned in Sales 101, is rarely easy; indeed, it’s about the least effective method of prospecting. But sometimes you have to call. In this video I offer two bits of advice: Overcome “speed bumps” that occur, and make use of professional angles. You’ve heard … Read more

Consultative selling leads to selling solutions

Solutions-based selling starts with the proper selling techniques

Selling involves more than merely taking an order and delivering a product or service. To be successful—and to stand apart from old-school salespeople—you need to develop a consultative selling approach. It’s a specialized sales technique that entails looking at the matter from the customer’s perspective. 

sales techniques, selling solutions

The buzz word today is “solution.” Salespeople often say they offer solutions for their clients or that they are solution providers. It’s easy to say, but requires a fair amount of thought and, in some cases, restraint, to implement. You must avoid the temptation to sell your entire portfolio or at least your most expensive products and services. A sincere salesperson considers himself or herself more of a partner or team member; hence the term consultative selling.

Even if your firm can offer a host of good solutions, your client may not need all at one time. He may not be able to afford them either. It’s OK to discuss future sales, but concentrate on immediate needs. Use your first sale, as modest as it might be, to establish your relationship. Provide exemplary service after the sale, and you’re more likely to be offered additional opportunities.

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8 steps to ensure more success in sales

Want to know how to be more successful in sales? This column should help.

I had the pleasure recently of attending a seminar by Dave Behr. Dave, a 17-year veteran of Competitive Edge Seminars (one of Tom Hopkins’ firms), filled his 60-minute session with some of the best sales advice I’ve heard in a long time.

Scribbling madly, I managed to take some great notes from that presentation. Here are my 8 tips to help you become more successful in sales. Some may be familiar, others are new. All are valuable sales techniques.

1. Put the 80/20 Rule to work for you. Knowing that 20% of what we do makes 80% of the difference, concentrate on that 20% portion. “It comes down to activity,” Dave says. Several ways to become more successful: Make more sales calls, prospect more efficiently (for example, targeting higher quality prospects), or both.

Dave cautions against getting too aggressive with your new activities. Incorporate them over time. If you try to do too much in a short time span, you’ll become frustrated and stop.

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