Category Archives: Sales Practices

13 Feb

7 Creative LinkedIn Summary Examples to Help You Craft Your Own

Writing a LinkedIn summary is incredibly difficult – for everyone, but especially for salespeople. You’re not targeting recruiters and hiring managers; you’re appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional...
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6 Feb

3 Sales Strategies to Be Assertive Without Appearing Aggressive

Have you ever swallowed a question or backed off from a certain topic for fear of offending your buyer? This happens on sales floors around the world every day. Reps let their qualification questions slide so as not to flare...
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23 Jan

7 Steps to Getting Business From Friends

Cultivation through social prospecting makes sense, but it has a drawback. It can take a long time to get results. The solution is to have many prospects. Some will come around sooner, others later and some never. But what if...
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16 Jan

How to Write Thank You Letters to Your Customers to Show Them You Care

Your parents might have taught you about the value of a well-written thank you note when you were younger. Mine did. After every holiday or birthday when I received gifts, my mom made me diligently write out and mail thank...
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9 Jan

How to Avoid Losing Customers to Competitors

Many times you hear a salesperson say, “We service the heck out of our customers. They’ll never leave us.” But then a competitor walks away with an account. No one saw it coming or what went wrong. You work hard...
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2 Jan

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use

Is cold calling dead? Let’s be honest. That answer is “No.” Cold calling used to be one of the best – and only – prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective...
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19 Dec

73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

Every time I think I’ve gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they’re pushy — compared...
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14 Nov

7 “Sorry to Bother You” Alternatives Every Salesperson Needs

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your...
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7 Nov

100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand...
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24 Oct

10 Habits of Highly Effective Closers

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales...
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