Sales isn’t for everybody, least of all the faint of heart. It can be a difficult, exhausting job, but for those who have the right set of traits and quirks, there’s often no better role. Some of the more obvious traits in a good salesperson — open, honest, communicative — go without say. But what about those lesser-seen traits that can give a sales professional a leg up? Here are our top 5 unique qualities that make a great salesperson. Resourcefulness Think the MacGyver of…Continue Reading “5 Unique Qualities that Make a Great Salesperson” →

Suppose you had all the time in the world and prospective customers with an equal amount of flexibility. You could spend as much time as you needed explaining the benefits of your product, exploring the nuances of how it can benefit your prospect, and answering any and all questions that might arise. Sounds like a dream, right? Unfortunately… it is. Precisely zero sales professionals have all the time in the world to pitch their product, and fewer prospects have the time to listen. That’s why…Continue Reading “How to Simplify Your Sales Message” →

Sales mostly boils down to creating and then building upon relationships. It also boils down to numbers, time, and speed. In reality, though, those two things – building solid relationships and moving quickly – are often opposed to one another! Creating trust is essential for securing a solid sale, but how can you create a trusting relationship with someone when you don’t know them, and are looking to create a relationship based upon a business transaction? Let’s talk heuristics. They’re pretty popular these days –…Continue Reading “How to Gain Trust of a Prospect During Your First Contact” →

Wouldn’t it be great if the very first person you reached out to at a prospective customer organization turned out to be exact – and only – contact you needed? Unfortunately for most sales professionals, that scenario is more fantasy than anything else. What’s far more common is hunting around for multiple contacts, reaching out several times to different people, and making as many inroads as possible before securing a deal. People change jobs, misconstrue their purchasing power, or just plain ignore you – so…Continue Reading “You Should Reach Out to How Many People During The Sales Process?” →

Not all prospects are created the same – as a sales professional, you know that better than anyone. So when the demo calls, special deals, and borderline begging doesn’t work to seal the deal, sometimes you’ve got to break out some special techniques to get the job done. Yes – we’re talking about booze. But how can you know what drinks your dear prospects will respond to? Beer Let’s start with the least intense approach. Beer is pretty much universally beloved, and even people who…Continue Reading “Different Sales Meetings: Different Drinks. Your Guide to Boozing up your Prospects” →