Articles from Best Sales (trending on the web)

Beware of These Prospects

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Wishy-washy answers. Heel dragging. Elusiveness. Favoritism toward competitors. And, sometimes, downright unethical behavior. We’ve all experienced at least a few of these aggravations while going through the qualification process with prospects. 

Apple Reportedly Preparing New Trade-In Program Just For Android Users

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Apple does run a trade-in program through which customers can save money on a new iPhone. However the company limits trade-ins to old iPhones only. It does not accept smartphones made by any other OEM. According to a new report this might change soon. The company is said to be preparing a new trade-in program that will purely focus on getting Android users to trade-in their current devices so that they can buy an iPhone.

Face-to-face networking is still the key to connections

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How important is face-to-face networking to sales, relationships, career, and success?
I asked my commercial insurance agent, John Cantrell, to give me a synopsis of his networking strategies. John has been a friend, client, and vendor for the past 22 years. Here are two important facts about John:
1. His insurance business has exploded with growth over the past 22 years.
2. He is a MAJOR business networker in Charlotte.
I wonder if these two facts are connected? (Hint: THEY ARE!)

Eighteen New Ways to Handle “I’m Not Interested”

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Regardless of what kind of prospecting you’re doing – whether you’re calling back in-bound leads who have contacted you, or old accounts who haven’t purchased in a while, or just straight cold calls – you’re still going to get a good dose of the blow off objection: “I’m not interested.”  While I’ve provided many different ways of handling this in the past, here are eighteen new, customized responses for each of the lead categories from above.  Here they are:
For “warm” leads who have filled out an online form or reached out to you in some other way:
“I’m not interested”

How to Pivot Your Pitch to Win Over Skeptics

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In sales, we talk a lot about our pitches: our elevator pitch, our Starbucks pitch, that new prospect we can’t wait to pitch.
But what if I told you that any time you say the word “pitch,” your prospect hears “catch”?
The second a potential customer feels like she’s being sold to, she starts looking for holes in your pitch. And that’s just the beginning of the skepticism.

Did You Hire a Sales Marshmallow Grabber?

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In the early 1960’s, Walter Mischel, professor at Stanford University conducted the infamous marshmallow test.  Mischel and his team of researchers tested four year old children on their self-control, a skill often referred to as delayed gratification.    Each child was presented with a marshmallow and given a choice:  eat this one now or wait, and enjoy two marshmallows later.  

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