Sales Tip

Five Steps to Increase Your Professional Image with Customers?

When I ask sales people about what is their professional image in sales, I get a lot of “dear in the highlights” looks. Most sales people don’t think about what their professional image may appear to be in the eyes of their customers and prospects – much less to themselves. Which in most cases is why the majority of sales people occupy the lower half of the successful sales people list.

This is really an important question to ask and to give a truthful and honest assessment of how customers and prospects see you. Now, some believe I’m talking about what you wear or how you fix your hair. Well, while these things manner to a small group of people, there a more important issues at play. Let’s look into what is professional image and how does it impact your sales success?

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Confirm Understanding of Degree of Customer Problem

One of the most interesting things I find when working with sales professionals is the lack of any confirmation of the degree of a customer problem. Or, in some cases that the customer even sees a situation as a problem. Therefore, it is very important for B2B sales people to confirm an understanding of the degree of a customer’s problem.

Here is the fact, if the customer does not see an issue as a problem, then there is really no good reason to take action on the issue. Customers and prospects have too many other things to deal with on a daily basis, therefore, if they don’t see a problem – no reason to fix it now.

The issue is two fold…

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Explain What Success Looks Like to the Prospect

One of the most overlooked sales tips is for the sales person to explain what success looks like to the prospect. This is a very simple task. Yet, it commonly overlooked by most sales people while actually being one of the most successful sales techniques you can use. So how does this work? Again, it … Read more…

Magic Wand Technique is, well, Magical

Need to learn how a customer or prospect really feels about any part of their business? Have you tried the “Magic Wand Technique?” It has a Magical outcome – the customer or prospect provides you with valuable information about their current situation.

The Magic Wand Technique has been around for years, yet, it appears to be forgotten by most sales people and it is a winning technique to get valuable information. Here’s how it works…

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B2B Sales Success depends on the Advance

After working with sales people, I learned sales people do not always know what is truly important to monitor. Now I know a loaded statement when I see one and the above statement may be loaded. However, it is also very true. Most sales people are missing an important element to every sales call they make.

Now, before moving on I need to clarify a very assumptions. First, I’m talking about business to business selling which over 95% of successful sales opportunities require multiple calls. This is not a single call and get an answer sales environment. Second, each sales call needs an outcome to monitor the success rate of the sales process. And, finally, some preparation and thought is required for the multiple call process to work. Winging it is not an option in b2b sales.

So what is an sales ADVANCE?

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B2B Sales Tip: Use “Because” to Gain Interest

Today’s B2B Sales tip of the week: Use the word “Because” to gain customer interest. Now what am I talking about, good question – because you are learning how this word works right now. Okay, you want to influence your customer or prospect in a positive way. So you are making a statement regarding something … Read more…

Discussing Competitor’s by Name is a No-No

Okay, before you think that I have gone off the deep end without a breath of air, let me explain this title. Discussing Competitor’s by Name is a No-No is a fact of sales life.

First, it is a mistake for you – the salesperson – to bring up the name of a competitor during discussions with a customer or prospect. Why? Because the customer or prospect may not be aware of this competitor until you tell them.

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