When You Finally Meet: Body Language for Sales People

Categories Presenting
Body Language for sales people

After however many emails and a seemingly endless game of phone tag, the day has finally arrived: you’re meeting your prospective customer in person. You’ve got your talking points down, your sales deck buttoned up, and your favorite outfit is ready to go. You’ve done everything you can to make this meeting go well — or have you? Many studies suggest that while we may technically speak with our mouths, we speak far more with our bodies. Body language can completely contradict what’s coming out…Continue Reading “When You Finally Meet: Body Language for Sales People” →

The 5 Stages of Sales Prospecting

Categories Getting the Appointment, Negotiating, Presenting, Proposing
5 Stages of Sales Prospecting

Sales prospecting is a process that turns your target market into a customer sale. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. The first three stages of sales prospecting are the ideal customer profile, suspects, and prospects. These three stages are essential to determining who you want to target, which of your suspects fit into this target and interacting…Continue Reading “The 5 Stages of Sales Prospecting” →

The Formula for Deal Generation

Categories Getting the Appointment, Negotiating, Presenting, Proposing
Formula for Deal Generation

As lead generation transitions to the more efficient and effective strategy for a deal generation, it is imperative to understand the differences between the two. The primary differentiators can be broken down into four components: strategy, prospects, work and results. Proven methods are an essential component of both lead and deal generation. The noticeable variation between the two strategies is the focus on quality over quantity. Lead generations’ quantity focus results in a 75% less efficient use of resources while deal generation’s quality emphasis highlights…Continue Reading “The Formula for Deal Generation” →

4 Absurdly Simple Lead Generation Tactics

Categories Negotiating, Presenting, Proposing, Sales
lead generation tactics

The first and most important step of online lead generation is to understand your customers – what do they want and how can you meet their needs? Once you have established this strong foundation, you can develop a strategy with lead generation tactics that allow you to engage with your customers at the right time and in the right way. Know Your Target Prospect – Before you can optimize your online lead generation strategy, it is essential to understand your leads. Developing a lead-centered strategy…Continue Reading “4 Absurdly Simple Lead Generation Tactics” →

How To Convert Consumers In The Decision Making Process

Categories Negotiating, Presenting, Proposing
Convert Consumers In The Decision Making

Many marketers use a sales acceleration strategy of more frequent contact, more information, and more repetition. However, with an overload of information, consumers may just shut down. Too much choice can be debilitating for the consumer decision-making process. In a widely cited and revealing experiment, Sheena Iyengar, of Columbia Business School, presented a sampling table in front of an upscale specialty market that offered shoppers tastings of flavored jams of several brands and a discount coupon for the purchase of any. The first test included…Continue Reading “How To Convert Consumers In The Decision Making Process” →