Saturday November 30, 2013
Some things will never change. The sun will rise in the east and set in the west. Parents will shake their heads when wondering why in the world their children like the music they listen to. And sales professionals will be focused to starting, advancing and closing sales
The traditional sales cycle followed specific steps that had to be completed before advancing to the next step. Make a mistake in one step and either the sales opportunity is lost or is put in jeopardy.
But times have changed, and so has the sales cycle that professionals and sales businesses around the world have started to follow. Most without even knowing it.
No longer based on a step-by-step, linear approach to sales, the new sales cycle
has nearly all of the steps happening at the same time. The new cycle demands that a product or service be positioned well ahead of being released to the market and that critical events are not only satisfied but consistently measured and improved.
For those who can't break away from the old sales cycle, take heart. Closing the sale still remains an important step!
Saturday November 30, 2013
Which do you think is better to work for: a manufacturer or a dealer?
Both have advantages and disadvantages. In my opinion, making the choice between the two comes down to a current trend.
Many manufacturers are becoming more focused on building their dealer channel more so than expanding their direct sales force. If this trend continues, don't be surprised if your decision between dealer or direct becomes working for a large or small dealer!
Wednesday November 27, 2013
How many emails do you receive per day? 25? 50? 100 or more? In today's business world, email is a large part of how businesses communicate. Love it or hate it, email is here to stay.
So knowing how many emails you receive per day, you may be reluctant to use email as part of your sales process. After all, if you hate getting too many emails and see them as an interruption, you imagine that your customers feel the same way. But avoid email and you may be avoiding an effective sales tool.
But before you fire up your email client and start firing off an email to everyone and anyone on your distribution list, learn how to use email effectively.
Tuesday November 26, 2013
We've all dealt with it and probably have even taken a turn or two in the role. THE ANGRY CUSTOMER! When things go wrong in a sale or sales cycle (and they most likely will,) having an effective strategy to follow when dealing with an angry customer
can be a life saver.
No strategy works every time just like no specific sales model works every time. But using a proven strategy to deal with an angry customer will almost always produce a better result than relying on your quick wit, dazzling smile and strong rapport skills!