You’ve probably heard the old adage that selling is easy, “Just find out what the customer wants, and then give it to them.” The problem is that most customers don’t know what they need, which means that just asking what they want won’t get accurate answers, and it won’t increase sales performance. For example, one of […]
Over 80% of sales leaders report at least one of these issues as their biggest challenge: Getting new salespeople to contribute more quickly. Creating an effective process to help sales representatives connect with leads and build the prospect pipeline. Teaching sales representatives how to create urgency in buyers’ actions. Differentiating the unique value proposition positively […]
Even when we know how to set goals successfully, we still fail at achieving them. In order to succeed, goal setting theory tells us that we not only need to set SMART objectives, but we also need to account for our own psychological behavior.
Buyers now have control over the flow of their own information. With this shift (due to the information era), the consumer decision making process has changed dramatically. Buyers are engaging with sales people much later in the buying patterns process, which changes the business relationship significantly. In fact, most of the time, buyers contact sellers […]
Most sensible salespeople spend nearly all of their time addressing issues that are important and urgent. That makes logical sense. What most business people don’t realize, though, is that addressing those issues—the ones that are important and urgent—is a reactive stance. In order to excel, the sales person needs proactive steps to success.
If your smart objectives are set well, they push you out of your comfort zone. How do you stay on track of your smart goals template in the face of anxiety and fear? Although goals are easy to measure, lead activities usually are not. Lead activities are the things you do, the actual steps to […]
Most people who set out to achieve a goal fail. Yet without a goal, we certainly will not achieve it. So how do we utilize this possible failure to propel us toward smart objectives? This post details Program on Persuasion’s steps to success on how to set goals.
No matter how your presentation outline starts or how strong your business relationship, your prospective customer has to know before they commit: does your solution work?
Your potential clients make decisions by differentiating among their options. As the seller, your responsibility is to compare your solution to every other option, and stand out in the best way. So, how do you know if you are drawing the right comparisons?
You have probably heard that there are three parts to a story, and the business proposal template is not much different.