Below you'll find a list of all posts that have been tagged as “Practical Wisdoms in Sales”
All sales professionals know the power of using the right words at the right time. With that said, there are two words that consistently deliver results. Unfortunately, women tend to shy away from using these impactful words, instead defaulting to their more passive counterparts. What are these mysterious words? “Will” and “would,” as opposed to “can” and “could.” “Will” and …
Voicemails are an integral component of sales success. They can be a powerful tool to connect, provide information, and build relational capital. However, not all sales people utilize voicemail effectively. I assert that some use it so poorly that it produces a negative, rather than a positive, result. Pointless, rambling, static voicemails ending with the incredibly hasty phone number are …
There’s one aspect of sales many professionals struggle with: collecting your money. Nearly every company has a clear order-to-cash (OTC) cycle in place, and when a client misses an invoice, that triggers the need to collect those past-due payments. This can be hard for many people. How do you handle clients who deflect and delay payment? What do you do …
The first step in maximizing the impact of your prospect follow-up is to know your objective. Take the ubiquitous follow-up call or email: Your objective should be more than just checking in; it should be to move the sale forward in a meaningful way. And while it goes without saying, I’m going to say it: Follow up in a timely …
Self-esteem reflects a person’s attitude towards themselves. This evaluation may come from career success, relationships, lifestyle, appearance – or a combination thereof. We tend to feel good about ourselves when we achieve certain goals, and typically appreciate acknowledgement of others when we reach milestones. When you work in sales, you may base your success on how many sales you make …
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 …
When you read the title of this post, many of you may wonder, what the what? Let me explain. When we’re in meetings and presenting to a group of individuals, many people arrive with preconceived notions, are set in their way of doing things, or have a completely different agenda on their mind. The most important thing you can do …
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 …
The lifeblood of sales and building relationships is setting ourselves apart from our competition. It’s about building strong, long-term relationships and a referral network in the process. Throughout my career, I have found that by doing the heavy lifting for my clients and prospects, my sales success continuously improved. I believe that performing the heavy lifting is a key principal …
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 …
Virtual meetings are today’s touchstone; I myself partake in multiple virtual meetings each day. It’s undeniable that virtual meetings are far safer with COVID-19, and more convenient without the travel time and associated vicissitudes. They are an excellent method of building our relationships with prospects, clients, and our internal team. Therefore, our sales success requires us to take advantage of …
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, …
Whether you work in sales or marketing, you probably recognize that these two pillars within any organization rely on each other. You can’t have one without the other, and it takes both to create and maintain a successful company. So you how can you ensure that sales and marketing are working together? In our new webinar, Lynn Whitbeck and Tina …
While there are many types of exhibits at events, there is a common thread: promoting or selling your product or service. The formats and venues for these events run the gamut of an open house for a customer, a table top for your sales materials or demo items, a forum or conference, and trade shows, expos, or fairs. With all …
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 …
How do you get the most out of conference attendance? Along with making genuine connections, what actionable commitments will build momentum? What are the key takeaways to gain traction and move the sales process forward? To accomplish all of these things, you need a strategy and planned tactics before you attend the conference. The following tips will lay the foundation …
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 …