Category Archives: selling tips

November 3rd, 2015

Sales Tips and Techniques: Getting in the Door to Sell in Today’s Environment

sales tips

Five Quick Sales Tips to Sell More Effectively

In Part I  of this series, I talked about the changing sales environment and how more buyers are buying than being sold. In Part II , my focus turned to the need for salespeople to dig deep into buying motives to establish credibility and provide new ideas and insights to buyers. Now, it’s time to turn to some sales tips and techniques for selling in today’s environment.

I don’t want to say that cold calling is dead, but it certainly has changed dramatically. Salespeople used to be able to call a prospect who had never before expressed an interest and get a few minutes of their time. Sometimes, they could just show up at their office and gain entrance. That rarely happens today.

Since the advent of Caller ID, it’s never been easier to ignore incoming phone calls. Salespeople are then left with the question: Do I leave a message or just hang up? Even leaving a voice mail is little guarantee of a call back, so many don’t even bother. I used to get 50 voice mails a day; now I don’t even get 50 a month.

The secret to getting in the door is to find a hook that resonates with the prospect. Here are some more sales tips and techniques that may help.

Cultivate your network. Salespeople need to have an ecosystem in place to build and leverage » Continue Reading.

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August 13th, 2015

7 Quick Sales Tips for a Strong 2015 Close

sales tips

7 Quick Sales Tips for a Strong 2015 Close

The year has once again flown by and, for calendar-year companies, the fourth quarter looms ahead. For sales professionals, this means pedal to the metal to close out the year on a strong note. For sales managers, it means coaching and guiding teams to reach the finish line in good shape.

Here are some quick sales tips that may prove helpful in bringing 2015 to a strong close.

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March 16th, 2012

Video Blog: Extraordinary Preparation

If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com

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