John Holland is co-founder and chief content officer of CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.
About John Holland
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You have to talk to the people who can write the check. Never assume they will read the proposal and get back to you.
Fewer than half of salespeople make quota, on average. Here are some best practices for to help them hit their targets in the new year.
Your audience doesn't want to be 'sold' anything. So how can you make them want to buy what you're offering?
Who are you and what do you want? You won't get to talk to the decisionmaker if you don't have answers.
This is business. Stop worrying if they like you.
Competent top sellers can gain access to the people that will be involved in buying, funding and implementing offerings. But patience and effort are required.
To ensure your sales training is successful, create a controlled and facilitated environment.
If the customer tells you it costs too much but won't ask for a better price, you haven't persuaded them they need what you're selling.
The lessons learned through role play, skill development and case study aren't soon forgotten.
If you take your clients for granted, they'll notice. So will your competitors.
The real reason for lost sales is usually the competitor did a better job selling their product but few buyers will tell you so..