Get real-world advice on your toughest sales questions
I’ve been building up a relationship with a potential client for months. We have really great conversations, but she hasn’t made a commitment. I’m getting impatient to make the sale, but I don’t want to harm the relationship I’ve worked so hard for. How can I get this client to actually buy – soon – without alienating her? – Coleen …
My company hired two people for one sales position, and we have a six-month trial period. Whichever of us is more successful will get the position permanently. It’s been a couple of months, and my co-worker is getting more sales than me. How can I boost my performance and not let the stress get to me? I really like this …
I’ve only worked in retail before, but I’m interested in pursuing sales as a career. Does my floor experience transfer well into sales? What more do I need to learn? – Courtney in Knoxville, TN Answer: Careers in sales open up a world of opportunities. From any starting point, such as customer facing retail, you have the ability to learn …
Getting rejected on a cold call can throw me for a loop. I’ve come to realize that this response is very common for cold calls, but it still makes me not want to make another cold call, and I have to spend time revving myself up again. How can I bounce back faster from a negative answer on a cold …
I just found out one of my best clients gave a major project to a competitor. The worst part is that I never had an opportunity to even bid on it. How do I diplomatically address this with the client? – Cayce in Aurora, CO Answer: Business decisions require a thick skin. They are not personal. When a business decision …
I am new to my firm and concerned about providing all of my client information in their CRM system. Am I just being overly nervous or suspicious? – Melinda in Tarzana, CA Answer: Understanding how and why we feel about something is a vital part of our internal processes and external actions. This is true in our day-to-day lives, in …
We have a tight sales budget, but there are times when a client requests we donate our products for a cause they are supporting. How do I approach management for approval of these donation requests? – Patty in Bethesda, MD Answer: Every business has a responsibility to be a good partner in the community. This responsibility is demonstrated by actions, …
I am constantly invited to client events or ballgames after work and on weekends. How do I gracefully decline these event invites? – Tara in Denver, CO Answer: Building rapport with clients requires time, attention, and genuine interest. Receiving an invitation from a customer is a compliment, and it speaks to the relationship you have fostered. It’s important to view …
Is the sales letter dead? My manager is old-school and wants me to send out letters snail mail to my prospects. Your thoughts? – Debbie in Boston, MA Answer: When creating your sales strategy optimization plan, an old tactic not only continues to out-perform, but draws attention with retro chic. The sales letter is alive and well, and it is …
I work with clients from a variety of backgrounds, and I’m having a hard time figuring out how to dress for them. My older clients seem to feel more comfortable when I’m wearing a suit because I look professional and competent. Younger representatives, however, find such clothing stuffy and impersonal, and prefer a trendier and more casual look. I often …
My company made a big mistake on the pricing of an order for a new client. Now I must go back and renegotiate the pricing. What is the best approach so I don’t lose the order and client? – Eleanor in Plymouth Meeting, Pennsylvania Answer: We all know mistakes happen. They are a great opportunity to strengthen your relationships when …
Our company distributes the leads that come in to the sales reps. A disturbing pattern has emerged. Our sales manager gives the best leads – multi-million-dollar opportunities – to the male sales reps. The women reps get the leftover one-offs. Do I point this out to our manager or go right to HR? How should I handle this uneven distribution …
My sales job requires a lot of extra hours, at night and on weekends. I can’t keep up without overworking. I feel like I’m doing all the work. How do I approach management to get some balance back in my life? – Martina in Corpus Christi, Texas Answer: Finding balance by integrating our work and personal lives is crucial to …
I was recently hired for a sales position at a company I’ve always wanted to work for. I hope that this job can eventually lead to other positions within this company. The problem is, I’m not sure how well suited I am for sales. I’m very shy and naturally introverted, and the thought of selling to various clients terrifies me. …
What do I do if I have a potential buyer who keeps asking the same questions? It seems like every time we speak, he repeats the same questions, and I give him the best answers I can. I don’t know whether he just can’t remember or what, but I’m at my wit’s end – he has all the literature, and …
What are some of the most successful marketing strategies that you have used to generate liquidation sales? I’m so stuck and my boss has me feeling some type of way as if hiring me was a mistake. I want to excel, I know I am great at recruiting potential customers, and my customer service skills are pretty good, too. I …
I just learned I have a co-worker who is calling on one of my clients. How do I confront this situation of apparent client poaching? – Trish in Honolulu, HI Answer: First thing – don’t assume the worst. How did you learn about this? Was it from a trusted resource in a position to have first-hand knowledge, from an office …
Our company sends out monthly email campaigns. Although they seem to be well received, our subscribers continue to drop off, and there does not appear to be any real sales benefit. What should we consider to improve the impact? – Jarvina in Las Cruces, NM Answer: Jarvina, there are three core steps you need to take regarding your email campaigns: …
I’ve had several clients ask to become friends on my personal social channels. While I use resources such as LinkedIn for client connections, I am concerned about blending my personal social media channels with work. My sales customers are my livelihood. Where should I draw the line? – Toni in Baltimore, Maryland Answer: Toni, building and maintaining relationships through social …
We have a long-term relationship with a well-known firm. Our sales representative does a great job, and the overall product and service quality are excellent. The problem is invoicing. We cannot get our invoices in a timely manner. We have complained about this issue and had meetings about it, and yet our invoices still show up months after the order …