Category Archives: Selling

Build Credibility to Build Sales

Becoming credible with prospective new customers will almost always take longer and cost more money than planned. Further, once you become credible, you still don’t necessarily have an order. All you’ve done is become a qualified vendor in the eyes and minds of your prospective customer. You still have to win the business. This is Continue Reading...

Customer Buying Motives, Wants & Needs

In order to inspire your prospects to buy, it’s important to understand and address personal reasons customers will buy from you including trust and knowing other smart people have done business with you in the past. Having a product and/or service that provides a clear solution to your customer’s problem  is also vital. But equally Continue Reading...

Factors That Shorten The Long Sales Cycle

Long sales cycles affect your business in exactly the same way as excess inventory and uncollected receivables. So… when you look at your sales people and your sales situation, think about what you can do to shorten the sales cycle. Repeat to yourself, the biggest time waster of all, is when your salespeople spend time Continue Reading...

Know Who Influences Your Customers

Influencers are people who impact the sales process but don’t actually purchase and use the product. Customers rely on these influencers to help them make decisions. Influencers are important for two reasons (1) you may have to spend a significant portion of your sales & marketing time and money convincing them and (2) they may Continue Reading...

While You’re Training, the Competition is Selling

A major mistake many companies (large and small) make is spending too much time and money training their salespeople. This is not to say that salespeople shouldn’t be trained – they must. However, it can be terribly expensive and time consuming. In fact, a recent survey showed that companies with annual revenues of less than Continue Reading...

Know Your Marketing Communication Objectives

Marketing communications objectives. Before you choose how you’re going to talk to your market (ads, PR, mail, etc…) and after you position your product and company, it’s important to determine your marketing communications objectives. Exactly what do you want people to do after they visit your website, read your ads, articles, direct mail, etc. What Continue Reading...

Most Valuable Asset – Your (Happy) Customer Base

When you try to sell something to people who have never heard of you or purchased from you, it’s a real crap shoot. To put it another way… you almost always lose money prospecting. Incredibly, the same thing is true in direct sales. That’s because if you prorate your direct sales and marketing budget against Continue Reading...

What Problem Does Your Product Solve?

The ultimate success of any sales and marketing plan lies in the hands of your customers. Yes, it’s important to know psychologically and practically what makes a prospect want to buy from you. But boil it down and people will either buy from you or spend their money elsewhere. They need to know why they Continue Reading...

What Makes a Prospect Want to Buy From You?

What is going to make a prospect want to buy from you? To answer this incredibly important question, put yourself in their shoes. Anticipate how your prospects are going to react to your sales call. Imagine yourself as the buyer. If you were in the buyer’s situation, what would you want from the salesperson, or Continue Reading...