Author: Sarah Wood

I’ve talked previously about how to help your prospects see and feel the transformation you can bring, and that’s a powerful way to overcome money objections.

But that’s not the only way to get rid of their “I can’t afford it” excuses.

Sometimes even when people “get” the significance of your work, they are still scared to spend the money. This usually happens when they are stuck in “expense” mode. Which means that they see all purchases as simply money flowing out of their bank account, instead of a representation of a potential overflow of money coming back into their account (or at least less money flowing out). Continue reading →

Author: Sarah Wood

Ah, money. It’s a touchy subject for many people and often the most-used excuse people give when faced with a buying decision.

But here’s the thing: when people see something they really, really want, they find ways to make it theirs. Continue reading →

Author: Mark Hunter

You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer.

Just as quickly as you think the customer will buy, they say something along the lines of, “I like what you’re offering, but your price is way too much.” Without missing a beat, you begin to shudder at the thought of losing the sale. Continue reading →

Author: Colleen Francis

Five great ways to send your sales skyrocketing in 2010

In this five-part series, I’ve shared with you a range of activities that you can engage today to help turbo charge sales in your business—-no matter whether you are a sales professional working solo or managing a sales team. I’ve identified for you what you need to do at the front-end of your sales cycle—defining your best customers, obtaining referrals and testimonials and making better use of all of these in how you sell to your prospects. I’ve also talked about how to engage your sales math and why this is an important step to take if you’re determined to join the ranks of the top-10 percent of sales performers in your organization. Continue reading →

By: Mark Hunter

We’ve all been there. After countless calls, meetings and an endless amount of work, you just can’t get the customer to say “yes” and move forward.  There can be hundreds of theories and ideas as to why this happens more times than we care to admit.  Let’s put all the theories aside and get to a solution you can use right now to determine if the customer is serious. Continue reading →

By: Colleen Francis

Five great ways to send your sales skyrocketing in 2010

So far in this five-article series, I’ve focused on what you can do at the front-end of your sales cycle to help generate the great results that you’re looking for in your organization. This entails fine-tuning your prospecting and targeting skills and finding multiple ways to get the word out on the street about your work as a sales professional. Getting that component right is crucial. When you master all aspects of the front-end of the sales cycle, it puts you on a direct path to finding great customers and generating more referrals and testimonials. It also makes selling a lot more fun, because you benefit from selling more to the people you enjoy working with the most. And who doesn’t want that kind of dynamic sales growth, right? Continue reading →

By: Colleen Francis

Five great ways to send your sales skyrocketing in 2010

It’s a challenge that even the most accomplished sales professionals have to tackle regularly: how to attract more of the targeted customers who are best suited to help your business thrive. After all, it’s not enough to know who it is that you want to reach, or even to fine-tune your business habits to emulate the top sellers in organizations of all sizes. You also need to find ways to attract more of those ideal customers to fill your prospecting funnel. Indeed, there’s plenty you can do on your own to fine-tune your sales approach, but the work doesn’t stop there. Continue reading →

By: Colleen Francis

Five great ways to send your sales skyrocketing in 2010

This second article in a series of five pieces will look at referrals and how they can help take the chill out of cold calling. Finding new customers is a major challenge for sales people everywhere and that’s reflected in the top questions asked in our recent poll, in which our readers ranked the top sales issues in their respective organizations. That challenge is part of a growing trend—one we’ve been tracking at Engage for the last several years. Companies are consolidating their purchases to known buyers. They’re doing this to reduce the risks they take when dealing with suppliers. Continue reading →

By: Colleen Francis

Five great ways to send your sales skyrocketing in 2010

Recently we surveyed our loyal readers at EngageSelling.com, and asked them what they would rank as this year’s top sales challenges in their respective organizations. We were really pleased with the feedback we received (and a big thank you to everyone who participated!) To share the results with everyone, we’ve compiled a new series of articles, called “Five great ways to send your sales skyrocketing in 2010.” Each article will look at one of the top questions asked, and I’ll share my thoughts on finding great solutions that help you join the ranks of the top-ranked sales performers in organizations of all sizes…and stay there! Continue reading →