Being a sales professional, it’s unlikely that you’ve gone through your career having never been told that your price is too high. This and other objectives are often raised by clients as they seek to get the most product for their money. It’s important to learn how to address this objective in a positive manner that builds client trust and demonstrates a willingness to listen and work through their concerns. The first step to overcoming a pricing objection, is to realize that the objection does not mean the client doesn’t want your product or service. Efficiently handling client price objections is an important step in building client relationships.
Most sales managers agree that sales forecasting is a cumbersome task and many fail to see the benefit in a process that is by and large, a guessing game. The truth is, sales forecasting should not rely upon a hunch and must be done consistently to fully realize its value. Done correctly, sales forecasting can provide valuable insight that allows organizations to make strategic decisions on how to effectively manage the business.
“Observe due measure, for right timing is in all things the most important factor.” – Hesiod
Timing is everything. Hesiod even realized the importance of timing as a poet in Ancient Greece. Timing in the sales world can mean the difference between closing a deal and closing a door. ClientSky realizes the importance of timing and has implemented a fantastic feature to make certain you are aware of your clients activities regarding your online sales proposal.
Effective sales leaders are the catalyst for increased sales dollars and better sales team performance. A common problem is that dynamic sales professionals may not always make the most effective sales leaders. At least without the organization giving them the proper tools to run the position. Let’s face it, we all want to end the year with big sales numbers and be regarded as an all star by our peers. If you have that sales person that consistently hits home runs in his or her year end profits, then it’s a natural progression to want to elevate them in the company. I’m certainly not saying this is the wrong way to go, but there are some key traits to keep in mind when developing sales professionals into sales leaders that will boost your organizations numbers and build sales team loyalty.
We’ve all been there. That early morning phone call, one of many, from Gary who is “on a ledge!” for the sixth time this week. It’s tough to decide whether you even have the strength to answer the phone and try to appease any new demands he’s come up with now. Sales professionals must work to create a sales strategy that enables them to convert these difficult clients into loyal fans of themselves and their businesses.
Picture this. You have just came back from a great meeting with a potential client. They are excited to do something new and your business has the best product to make that happen. Both you and the client spent the entire meeting talking about all the potential and the amazing things that your product will bring to their organization. You quickly send out your proposal and just as quickly it’s declined. Wait? What happened? Chances are, while you did a great job selling the client, you failed to listen to what they actually needed. Here’s an often overlooked sales strategy that will help you close the deal every time.