Imagine for a moment: what if you placed the same emphasis on referrals as the other items in your sales process? Where could this take you? To help gain clients and sales, your sales marketing plans might already use some combination of advertising, seminars, lead generation, cold calls, and professional networking, etc. Salespeople rarely use…
This story comes directly from the experience of one of our sales training clients.
Names have been withheld to protect the innocent…
Four elements help you close the sale: Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale—perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and…
Listening to thousands of in-person presentations and phone calls since the mid-1990s has taught me that voice inflection is not something that salespeople get trained on, despite its importance. Neither sales managers nor salespeople pay attention to it. Yet it is extremely important in the sales communication process, particularly in building intimacy with people, regardless…
Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always…
Prospects ignoring your requests for follow-up appointments? If you are having trouble getting prospects or existing clients to respond to your requests for follow-up appointments, you need to take a different approach. Strategize with this helpful form letter from Business Coach Chuck Bauer before sending your next email request. Good Morning <Insert Prospect’s Name>, The reason…
One of the most common gripes I encounter from Salespeople or Business Owners is that their prospects or clients are always canceling their (face-to-face, webinar or phone) appointments or even worse, they are getting no-shows.
Because I work in the sales industry, I coach salespeople on their accomplishments as well as work with them on some of the difficult challenges that we all face in our daily sales lives. One of the challenges is salespeople’s inability to get their clients to believe what they say. And, even more so, an…
Sales Distinction! This is going to be quick and easy. If you truly want to make more money in your sales career, if you really desire to close more sales and grow to be the sales leader you have always wanted to be, then you must become sales distinctive! Before we begin you will need…
‘Tis The Season To Be Sales Smart . . . Every autumn, I get astonished looks from my audiences when I tell them to STOP sending holiday cards to their clients. That’s right! STOP sending holiday cards! Instead, supercharge your holiday sales and START sending very personalized holiday cards that utilize TOMA (Top Of Mind…
Business Coach Chuck Bauer works with companies and individuals to help them Work Smarter, Make More Money, and Take More Quality Time Off. To learn more, visit chuckbauer.com
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