Category Archives: Sales Practices

10 Apr

The Art of Asking Open-Ended Questions

When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” Simply stated, a high-value question...
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3 Apr

5 Tricks That Will Magically Get Prospects Interested in You

It’s easy to sell to prospects who are already interested in your product. They’ve done some preliminary research and decided you’re a potential solution. Now all you need to do is answer some questions, get in front of the right...
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27 Mar

15 Effective Responses to A Prospect Who Chooses Your Competitor

Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines...
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13 Mar

19 ‘Thank You in Advance’ Alternatives That Are Far More Polite

Don’t end an email with “thank you in advance.” Many people find this phrase rude; after all, you’re assuming they’re going to do whatever you’ve requested – essentially taking away their right to say no. And it can also seem...
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27 Feb

The Secret to Asking Sales Questions Assertively, Not Aggressively

Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, reps can open their prospect’s mind to a new possibility, compel them to action, discover relevant information, or secure buy-in for the next step....
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20 Feb

19 Sales Podcasts Every Rep Should Listen To

After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Fortunately, there’s a simpler way to learn new sales techniques without having to set...
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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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