Below you'll find a list of all posts that have been tagged as “Practical Wisdoms in Sales”
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 …
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 …
You can’t have sales without customers. That statement may seem obvious to the point of simplicity, but it highlights an often-forgotten part of the business world: You can’t sell anything if no one wants to buy. What do customers want? How can your interactions with these important people make you into the best salesperson you can be? While every customer …
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 …
Developing strong relationships is key to any successful sales career. They provide long-term foundations that will benefit your sales career for years to come, and they will make for much smoother sailing. But how can you develop sincere and reciprocal sales relationships without it feeling forced or transactional? Sales experts Lynn and Tina share their tips in this installment of …
Presentations are an everyday occurrence in any position. They run the gamut of simple one-offs in the hallway at work to conference sessions with hundreds in the audience. Regardless of whether you are catching your manager on the run or making a formal sales presentation to a group, there are four rules you must follow to deliver a powerful communication and …
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 …
This past month, as I was preparing for an all-day event, I made the time to revisit my elevator pitch and overall approach. We all need to reassess our messaging on a regular basis. Things change and it’s important for us to pivot, not only to remain pertinent, but to freshen our personal brand. What is new and how can …
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 …
Every successful sales career includes the important component of navigating and managing client relations when remittance for goods or services is past due. The prosperity and continuity of your organization is dependent upon receiving timely payments. Sales professionals embody the roles of both offense and defense, whether closing the sale or collecting for your good work. For those of you …
There is nothing more important than actually doing what you say you will do. In sales, this is the gold standard of demonstrating your credibility, reliability, and trustworthiness. For relationship sales, each of these traits are invaluable. When you do what you say you will do, you earn the confidence and good will of your clients and prospects. It’s Leadership …
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. …
Introspection is a powerful tool. For sales professionals, introspection can be an opportunity to clarify our beliefs and values. It’s a chance to re-energize our purpose and worthy intent for our prospects and clients. Are Your Intentions Worthy? Worthy intent is the core foundation of relationship sales. It’s about actively demonstrating our desire to genuinely connect with our customers. It’s …
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 …
Sales is an art that you want to master; in a large way, it’s the art of speaking. Introducing a product or service to a potential client, addressing their hesitations and concerns, and providing the product or service they need is what it’s all about, right? Not quite. There’s more to sales than just talking. Don’t think of it as …
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 …
Sales is a dynamic career, and sales professionals require extensive skills to be successful. One of your fundamental skill sets must be communications. Knowing how to connect with your (potential) clients is vital to building your relationship and, yes, making the sale. After all, how can you expect a yes if your audience doesn’t understand what you’re saying? Learning how …
What is a successful sale? How do you increase your success rate? It’s all about matching your solution to a customer’s need, providing something they lack, or fulfilling a desire or want. As you work through the discovery process, you are identifying buyer motivation. The prospects with a need are actively seeking suppliers with the product or service that meets …