Prospecting requires focus and an understanding of your potential buyers and where to find them. Whether you’re cold calling or attending networking events, being able to connect with potential clients is a critical skill.
Fill your pipeline with qualified buyers and get meetings with decision-makers.
Having a sales process will allow your salespeople to be consistent and be able to measure their sales effectiveness. Salespeople with a process earn, on average, 48% more than those without a solid process in place.
Clients are more demanding than ever and require salespeople to have an intimate understanding of their product and how it can help the client’s business. Take your team’s sales skills and knowledge beyond the features and benefits and into selling real value to your customers.
To influence and persuade a client to buy, you must first understand why they buy in the first place, and what they need from you. As salespeople, we provide solutions and nudge (never push) our clients in a productive direction.
The toughest conversations are about price. Salespeople who don’t understand the value of their product will always find end up selling on price (discounts). Move the conversation away from pricing and towards the real benefits to the clients.
A prerequisite in sales. Rejection, frustrations, and disappointments are commonplace. Gaining a positive mental attitude will be your best defense, and your greatest predictor of success in sales and your career.
You can have the best service or product in the world but if no one knows you exist, your chances of surviving in business drop dramatically. Marketing is the best catalyst for selling and creating a trusted brand name.
Presenting to a client is probably one of the most frequent skills you employ as a salesperson. Your team needs to know how to structure a message, develop a sense of urgency, create credibility, and commit to the next step in the sales process.
A poor upbringing from one of the roughest areas of Chicago didn’t stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.
As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.
He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank), Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos).
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