In a recent article posted to Startup Smart, Greg Ferrett explored the most crucial skills for salespeople. He opened with a lament about the fact that salespeople often allow their most important skills to get rusty over time instead of using them regularly, then went on to give details on what he considered to be most important for salespeople.
The first skill Ferrett discusses is perhaps the most interesting: great salespeople are great listeners. The more you let your prospect do the talking, the more they like you - and, incidentally, the more you learn about their needs and can thus customize your pitch.
Seven core sales and business tools: How sharp are your skills?
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Knowing the basics of sales before you proceed into deeper waters is crucially important. And salespeople who've been in the business for awhile are advised to get "back to basics" now and then just to make sure they're not overlooking anything important.
Webinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.
When your product or service is the cheapest one on the market (or the ONLY one) you won't hear a lot of price objections. But the vast majority of the time there will be at least one competitor out there with a similar product at a lower price. Which means you'll get questions from prospects about the price difference - and you'd better be ready to answer them.