How to Maintain Your Key Accounts


For many salespeople, one single account provides as much as 30 percent of their total personal sales volume — a statistic that keeps many of us up at night!

But instead of causing you stress, it ought to be telling you something important about the amount of time you should be putting into managing your current customer list. Managing your relationships with your existing accounts is one of the most essential tasks you should be performing every day.

Key and strategic customers have unique requirements that the best salespeople monitor regularly and seek to fulfill. You can’t just assume that … Read the rest

Dislodging a Competitor


You have a huge account you want to win — but one of your competitors is already servicing the account. Dislodging your competitor is going to be a long-term, strategic process that requires persistence, patience and more than a little creativity.

And once you win the account, you’ll have to work hard to retain it — eventually someone is going to try to dislodge you too.

If you really want to win an account away from your competitor, you can. Let’s take a look at some strategies that can help you get these hard-to-win accounts and keep them.

First, the … Read the rest

If You Can’t Hire a Good Salesperson… Make One


Turnover for salespeople typically hovers around 25%, and at some organizations it’s even higher. As a result, managers spend weekends or lunch hours sorting through countless resumes, trying to find that elusive candidate who has demonstrated expertise in sales. And if you’re one of the lucky managers who has found a salesperson to hire, consider how long it has taken your new employee to get up to speed. And how much of your time has it taken to get him or her there?

If this sounds like your experience, I’d like you to think about an important question: Is a … Read the rest

What Your Buyers (Really) Want


“The bitterness of poor quality remains long after the sweetness of low price is forgotten.”

The quote is so common because it’s unquestionably true. Of course your prospects would like a low price. But nine times out of 10 they know that “low price” can often translate into “poor quality.” The fact is your prospects value many other things besides low price, some of which can be just as persuasive, whether you sell products to end-users or services to major corporations.

In addition to price, there are countless other factors that get people to buy. Let’s take a look at … Read the rest

The Dumbest Things Salespeople Do


The truth is, knowing what not to do in sales is just as powerful as knowing what to do. Make sense? So I’ve assembled a list of the dumbest things that we’ve seen salespeople do — things that are virtually guaranteed to completely derail your selling career.

They Don’t Become Students of Their Craft

They begin strong selling careers, and they really get into it — but then they go to sleep at the switch and forget to do things like read industry publications or new books by sales masters. They don’t go to sales seminars. They don’t listen to … Read the rest

Use Questions to Gain More Selling Power


Studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don’t want to have to make a decision. Believe it or not, your prospects are very often looking for an excuse not to satisfy a need or want. The decision‑making process is just too stressful for them.

What does that mean for you? Your job as a sales professional is to help your prospect overcome this anxiety — their desire to avoid making a decision — and commit to satisfying his or her need or want with your product or service.Read the rest