Top Sales Blogs of 2015
As we near the close of 2015, I’m working on some very exciting projects that I’ll be announcing as early as next week. With that, I wanted to share with you—my loyal readers—the top sales blogs of 2015. These were the blog posts you read and shared the most.
I hope you enjoy them and remember to bookmark them for future reference.
What Emotions Are You Conveying?
Whether you know it or not your customers and prospects can read your emotions like a book. Very few people are able to internalize their personal feelings without them coming through in subconscious facial expression, body language and demeanor.
They know how you REALLY feel. And, your actions speak much louder than words.
5 Great Closes For Handling Price Objections
One of the most asked questions of me (or probably any other person that has ever trained salespeople) is, “What’s the best way to overcome price objections?”
Well, there are a couple of answers here. First, there is no “best” way—there are several very good closes and questions you can ask to help you move the sale along. But, more importantly the only reason to ever have a price objection is because you haven’t built the value of your product or service and the benefits it provides to an amount equal to or greater than the dollars you are asking for it.
WOW. Really? Yes, read that again: The only reason to ever have a price objection is because you haven’t built the value of your product or service and the benefits it provides to an amount equal to or greater than the dollars you are asking for it.
How To Be An Inspiration
I read a quote recently that really struck a chord with me, “We cannot hold a torch to light another’s path without brightening our own” by Ben Sweetland. I’m sure I’d read or heard the quote before but this time it resonated with me. It just hit home.
Are you brightening the path of others? It’s really the reason I write this blog, spend my time speaking, training and working as a Sales Coach.
But, here’s the key: any time I work with someone—I end up learning something. I turn out to be the beneficiary and I gain from the relationship.
Do you have relationships like that at work? At home? In the community?
Do you want to be an inspiration?
10 Great Open Ended Questions
Whether you’re new to sales or have been in the business for years, continuing to learn the art of asking open-ended questions will go a long way in improving your sales skills and results.
Before we dive in to some examples, first let me give my definition of an open-ended question: “Any question which requires your prospect or customer to “open up” and elaborate or provide you with detailed information.” Granted, you won’t find that in the dictionary, but that’s what it means to me and you; to get the prospect to open up and talk.
Conversely, a closed-ended question allows them to shut down and answer with a single word that gets you nowhere. The simple definition is an open-ended question can’t be answered with one word—it’s requires thought and therefore gives you that more detailed answer and information.
20 Great Sales Motivational Quotes
We’re into September—well past the halfway point of the year. We’ll soon be starting the fourth quarter of the year and if you’re like most salespeople, the summer heat might have you dragging a bit. Well, today I wanted to share 20 Great Sales Motivational Quotes. A few years ago I posted My Favorite Motivational Quotes and recently had My Favorite Maya Angelou Quotes after her death.
But today I want to focus mainly on sales.
How To Answer, “Your Price is Too High”
If you’ve been in sales longer than half-an-hour you’ve probably heard this from a prospective customer when you asked for the order.
Your price is too high.
It seems as if some people say it before you even get the price fully disclosed—it’s more of an automated response than an actual objection. They know their lines and they are going to get them out. But, it’s still an objection, isn’t it? We still have to overcome it, don’t we?
You aren’t going to get very far in sales if you don’t know what to do when you hear, your price is too high.
How Big Is Your Frying Pan?
A friend of mine posted the following on Facebook recently:
Two fishermen are at a lake and one can’t help but notice that the other always puts the big fish back in but keeps the little ones. This goes on for several hours.
Curiosity got the better of him and he just had to ask, “Say, I see that you keep putting the big fish back but keeping the small ones. Can I ask you why?
“Oh, that’s easy to answer, I only have a 10 inch frying pan. It’s been in our family for generations!!”
Salespeople: You’re The Teacher and Your Customers are Your Classroom
I have news for you: if you’re in sales, you are a teacher and your customers are your classroom. While there are many ways one can interpret that statement, let me clarify what I mean and I think you’ll agree.
As salespeople a lot of times we have a group of varied group of customers. They run the gamut—and in many ways they’re like a classroom of children with us having to sit at the head of the classroom as the teacher.
Goals: Are We There Yet?
Anyone who has read this blog for any length of time knows I am a big proponent of written goals. I believe everyone should have them written down. Period. Unfortunately, some people stop there—just writing them down. That’s not enough—you must read them regularly. But, even that’s not the end of process. Most people don’t do (in my opinion) the most critical step: check your progress regularly.
I believe writing your goals down and reading them is almost useless if you don’t have benchmarks throughout the day, month, year or whatever in order to determine where you are and whether you are on pace, ahead or behind.
Yes, it’s Monday. And no, there’s nothing you can do about it.
Now that we’ve gotten that out of the way, why not make a habit of making today one of your favorite days of the week? A day when you can really get things accomplished and be productive? A day when you can be a Difference Maker!
Too many times I hear people complain that the weekend is over. Well, why not celebrate that your “money making” week has started? Changes the whole dynamic there, doesn’t it? Not only that, but some historic things have happened on Monday. What if those involved in the following events had moped around, griped, complained or even worse: done NOTHING?
There you have it. The top ten sales blog posts from the past year. Look for some exciting news and opportunities ahead.
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