August, 2011

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10.5 Attitude Buster Remedies | Sales Training | Leadership.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. 10.5 Attitude Buster Remedies. Gitomer | August 15, 2011 | 1 Comment. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Here is a list of attitude busters, with actions (remedies) you can take to overcome them: 1.

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3 Steps to Handle the “I’m Just Looking,” Objection

MTD Sales Training

“May I help you Sir?”. “No…I’m just looking…”. “Arrrrrrgh!”. Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. This one extremely common phrase causes some retail sales people to simply throw up their hands, walk away from the prospect and wait until the customer announces that they are no longer just looking and have decided to buy something.

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How to Master the Art of Follow-Up and Increase Sales

Sales Gravy

Although the buying decision may be a priority today, it can be pushed to the bottom of the list tomorrow when your contact has a more pressing issue to deal with. Invest time to create a "keep-in-touch" campaign.

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Tending Your Client Garden | Sell More, Word Less Blog by Colleen.

Engage Selling

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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A Diamond Ring Ain’t No Big Thing: Problem Selling vs. Solution Selling

SBI

In the history of the world, no one ever purchased anything without first seeing the value. So job number one is to show how your product has value. But value isn’t a strong enough motivator by itself. Perceiving a value is just the beginning. I can see why a diamond ring has value. But that doesn’t mean I want one. The reason I don’t want a diamond ring could be: I value other things more.

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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills. Gitomer | August 23, 2011 | 3 Comments. Tweet Share Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.

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It's not about RESPONSE. It's about PREVENTION. | | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, “Sounds great.

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How Are You Using The Power of First Impression? | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Are You Using The Power of First Impression? Gitomer | August 18, 2011 | 1 Comment. Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for. Now is the time to hone your presentation to perfection… or is it?

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The pizza philosophy. What toppings do you offer? | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The pizza philosophy. What toppings do you offer? Gitomer | August 3, 2011 | 1 Comment. Tweet Share How is the pizza philosophy working for your business? Not sure what I mean? Watch the video below: Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitome

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This Week's Facebook Contest Winners | Sales Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. This Week’s Facebook Contest Winners. Gitomer | August 30, 2011 | Leave a Comment. Tweet Share I’m excited to announce the second three winners of my new social media contest! Congratulations to the winners! If you were one of the lucky ones, you should be receiving more information soon about your prize.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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The Science of Compromise | Sales Training | Leadership Training.

Jeffrey Gitomer

Home. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Science of Compromise. Gitomer | August 9, 2011 | Leave a Comment. Tweet Share I used to watch my father negotiate. He was a master at getting his way. After the deal was done, he would remind me, “Son, never offer anything you wouldn’t be glad to accept yourself,” I thought that was a pretty good strategy.

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3 Important Psychological Ways to Prepare for the Sale

MTD Sales Training

Getting your mindset right on your way to the sale is a critical step in your sales process. While there are several things you need to do to prepare physically and technically, you also need to make sure you are prepared mentally and psychologically. Below are three very important psychological steps to make sure you are ready for the sales meeting.

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3 Effective Ways to Sell to the Prospect Who Knows EVERYTHING

MTD Sales Training

While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable. That is the Know-it-all. You know this prospect; the one that believes he or she knows more about what you do and sell than you, your management team, your sales and marketing teams, and everyone else on the planet.

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3 Effective Ways to Reduce Canceled Appointments

MTD Sales Training

Appointments that cry off at the last minute will cost you a great deal of money. In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible expenses. Depending on your business, it may be impossible to eliminate canceled appointments completely. However, you can greatly reduce them and diminish their effect on your sales process and income.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

MTD Sales Training

In Part I, I explained a few ways to find the name of someone in your prospective company. Now, let us see how you can use that name to reach your decision maker (DM). If you were unable to find the name of someone in the company, don’t worry. In Part III, I will give you a few tips to cold call with no information at all. Using a Name. Now that you have the name of someone in any department, make a call.

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Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

MTD Sales Training

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Whew! Even if you already know the likely job title of the DM, it is still frustrating when you do not have a name and the gatekeeper (GK) refuses to give you one or to connect you without one.

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A Powerful Response to the “I’m Not Interested,” Cold Call Objection

MTD Sales Training

“Hi, Mr Prospect. Ethan James here, with XYZ Solutions…”. “I’m not interested!”. Arrrgh! Below is a very effective way to handle the “not interested,” come back. However, it is not a script to follow verbatim. Though I am going to put this in the form of a hypothetical cold call, the words are not important. I want to convey the idea , the concept and the thought process behind it.

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The First Word You Should Say in Every Cold Call

MTD Sales Training

Selling over the telephone or setting appointments , in a cold call , you have just a few short seconds to make a favorable impression on the prospect. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance. By six seconds, the prospect has an impression of your trustworthiness, your professionalism and your product or service, and often, they are all negative.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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NEVER Allow the Prospect to Bash Your Competition

MTD Sales Training

One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition. In fact, most sales people love it when this happens and usually join in with the prospect in bashing competitive companies. The Common Scenario. The prospect has had a bad experience or heard rumors of such about a competitor.

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Do You Suffer from Phone Phobia?

MTD Sales Training

Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens , fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone. However, the most deadly obstacle to achieving success on the telephone is the underlying fear of using the telephone that causes sales people a host of problems.

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Don’t Just Sell the Nuts and Bolts

MTD Sales Training

Just after the invention of the telephone, sales people took to the streets around the world selling this marvelous new invention. It would seem that to sell a telephone to people who have never seen or used a telephone before, would be easy. Yet, many sales people had problems closing door-to-door sales for this new and advanced product. However, one sales person consistently outsold everyone.

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A Sales Story: Apply Expert Knowledge

MTD Sales Training

The islanders panicked as their main generator, the source of all of the electric power on their island had stopped working. They immediately called in everyone on the island with knowledge of fixing generators. The oldest and most reliable electrician in town made the first attempt to fix the generator, as he had nearly 50 years experience with such matters.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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3 Sales Tips for Being on Top of Your Game

Sales Gravy

You see it does not matter how well you think you know your prospect and your sales situation, there will be times during your presentation that the need for quick thought and being on your toes will come into play.

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Remove All Barriers to Connect With Prospects

Sales Gravy

Poor customer service sometimes starts with the phone. Referrals are probably the best sales leads because the prospects or potential customers have already been prequalified. They have sought the recommendation of someone they trust.

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Do You Really Know How to Separate Yourself From the Competition?

Sales Gravy

When you truly know how to help your targeted audience solve some of their toughest challenges and offer tips and advice freely, (give more than you take) and do this on a regular basis, your reputation as an industry expert will grow.

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The Art or Science Behind Closing A Sale

Sales Gravy

Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true sales professional.

Sales 40
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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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The Combination of Enthusiasm and Belief for Sales Success

Sales Gravy

Salespeople have to be emotionally invested in their work with a burning desire to achieve. They must also believe that the company they represent is the best and the solutions or services they sell are of the highest quality.

Sales 40
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A Passion for Success: Don't Give Up On Your Dream!

Sales Gravy

Don't Stop Chasing Your Dream! In the mid 1970s, a man named Sylvester had a dream of one day becoming a movie actor, but couldn't find a talent agency in New York City willing to take a chance on him.

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A Method to Consistently Achieve the Most Difficult Sales Goals

Sales Gravy

An entire industry has been created around goal setting with the promise that salespeople can sell more by setting better goals using better methods.

Sales 40
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Don't Just Sit There! 5 Strategies for Proactively Getting Testimonials.

Engage Selling

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.