Selling seems incredibly complicated and complex when you start your career in sales. Selling can seem like a mystery even after 5, 10, 15 years of getting inconsistent results. It can even seem impossible to get people to say Yes to you when all you hear is No for weeks on end. And the truth … Continue reading 2 Things About Selling You NEED to Master…
You may have worked at companies where you had 4-6 different “stages” of a new sales opportunity… This pretty much holds true for every company I’ve ever worked for. What I can tell you is that those stages do not relate to the phase of a sales cycle! Stages are for tracking purposes only. However, … Continue reading The Only 3 Phases of a Sales Cycle
Because I know you don’t want to waste time, here’s the short answer… Processes & Challenges The actually sales techniques that you use in each transaction are identical (solve a problem), but the problems that you solve and how many hoops you jump through are usually different. Let’s compare… Small Business / Single Customer The … Continue reading What’s The Difference Between Inside Sales & Field Sales?
Every sales trainer and their mother has a different way of handling customer objections. It would seem as though all you have to do is use their amazing formula or word track and the customers will just become putty in your hands! And speaking from experience…that can actually work. 🙂 However, what you need to … Continue reading The Truth About Handling Objection The No Sales Trainer Wants to Tell You
Closing a deal is just like proposing to that special someone…you should already have a pretty good idea that they will say Yes when you ask that sweat-inducing question. You should already have a good idea that the buyer is going to say Yes when you ask them for the order (or to “move forward”, … Continue reading The REAL Secret to Closing the Deal (don’t just pass the pen and pray)
What is it? Have you ever wrapped up a sales call and had no idea where your deal stands? Do you know what your next step is? Or why the prospect might end up buying from your direct competitor? This is a very common problem for salespeople all over the world! They present their product, … Continue reading How to Use the Mighty Trial Close, so You Always Know Where Your Deal Stands!
JakeMartincic.com 