Month: January 2020

“To whom much is given, from him much is expected.” Professional selling is a demanding career and management will always be raising high expectations for their team.

One great advantage of having a one-on-one mentoring relationship is knowing that you have a positive voice to turn to, someone that will give you the tools to cope under pressure.

If every work week you are faced with having so much to do that you don’t know where to begin, a mentor can help you focus on the most important tasks. Instead of merely surviving, you can be thriving. Mentoring will help you stay in the sweet spot.

Diamonds wouldn’t exist without pressure. Coal, under intense pressure becomes a diamond. Learn how pressure can motivate you to perform at your very best.

Learn more now by calling or texting Gary Ross 561-662-9666

Sales pros generally recognize when a prospect is losing interest. They’ve experienced the physical signs like crossed arms, heavy sighs, short replies. The pros are usually incredibly patient and levelheaded when dealing with difficult customers, and don’t rush to end the sales call.

It’s vital to practice active listening—lean in to the conversation, take notes and when a prospect states an objection, do not simply say, “I understand,” because you do not understand.

You do not know the pressures your prospect is having and often it has nothing to do with your sales presentation. It’s time to restate the objection expressed, “As I understand it Ms Jensen, our pricing is a barrier for your business. Your budget is tight, is that correct?”

Always work to gain the prospect’s trust with patience and clear, professional communication.

One of the most common reasons that salespeople lose deals is that they are concentrating on their solution instead of the client’s problem. Sales pros spend their time in a discovery meeting to fully understand the challenges and problems of the prospect before talking about their solution.

In the discovery meeting you should be asking excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the challenges and problems the prospect is facing.

Seek clarity before pitching the solution your product or service provides. An excellent practice to gain clarity is to repeat back the client’s challenges as you understand them. Ask additional questions to confirm and corroborate.

Once you have a mutual agreement on the most-pressing problem, then you’ve earned the prospects trust to present your product of service’s solution.

The true pros in sales today are never pushy, obnoxious or overly aggressive. Instead, sales professionals are trust builders that develop the relationship first. Their approach is to come across in a friendly way, to be warm, supportive, knowledgeable and completely focused on helping the customer to solve a problem or achieve a goal with their product or service—and to be honest with prospects when their product or service is not right for the customer.

Sales pros are positive, polite, and persuasive without being manipulative. They never attempt to influence prospects to act contrary to her best interests. The pros take the time to thoroughly understand the prospect’s situation and to give good recommendations that enable her to make the right buying decision.