Articles from Best Sales (trending on the web)

He’s Just Not That Into You

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You met with the prospect and thought you ran an effective meeting.  The prospect seemed engaged and interested.  He said all the right things.  “This looks really interesting.  We know we need to do something.” 
You follow-up with the prospect and hear radio silence.  Your phone calls and emails are not being returned.  You start to wonder if your prospect has retired or moved to Antarctica.  Unfortunately, you are now in ‘chase mode.’  How did you end up here? 

How to Develop a Sales Strategy for Your Niche Product

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What’s one key thing you need to succeed in a niche market?
Focus.
Selling a niche product is an exciting challenge for those who know how to tackle it. You’re not simply hawking to a general audience; you’ve got something you know is special — something a highly select group of people want.
But getting that special product in front of those people and convincing them to buy it requires a laser approach to all aspects of the sales strategy.
Here are five areas in which you’ll need to get hyper-focused for niche sales success:
1. Research

Relationship Science: Building Connections Without Being Touchy Feely

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There’s no serendipity in sales.
“Not even that lead that closed after months of no contact happened for a reason?” you ask.
Nope.
Some trigger — prompted or unprompted — brought you back to mind and inspired contact. And while it may seem like this situation is completely out of your control, it isn’t. If you apply a strategy, you can trigger even the deadest of leads to come back to life.

The Key to Building Real Value

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You hear it all the time - if your price is higher than your competition you're told to “build value."  You’re instructed to stress the quality, the warranty, the features, etc.  But your prospects have heard all that before, haven’t they?  Want a better way?

Opening Sales Script Template for Multiple Solutions

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SALES QUESTION:
"I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?"
SalesBuzz Answer:
"Data Dumping" (relaying all of your capabilities and hope something hits home) on your prospect has a very low % rate of working.

PC shipments down again in third quarter, IDC says

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Worldwide PC shipments fell slightly in the third quarter this year, but the drop wasn't as big as IDC had originally projected, with expanded offerings of inexpensive laptops and a saturation of tablets in some areas helping to improve the numbers, the tech industry research firm said yesterday.

The Art of Enthusiasm

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The first definition I was given of selling was transference of feeling about a product, idea or service.” I was told nobody will be more excited than you are about your products or services.
If we got to profile who we did business with we would all pick someone who’s enthusiastic over someone’s who’s not enthusiastic.  And yet this very important “sales technique” is widely ignored.

What’s missing from your customer acquisition strategy?

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Perhaps it’s customer engagement There’s a huge irony in marketing now – I feel – one that ignores understood, proven mantras of direct, or one-to-one, marketing stretching back decades. “Your future prospects resemble your best customers, and that’s the place …..

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