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Missed the Sale? Here's How to Turn 'Maybes' Into 'Yeses'
Even with the best intentions and strategies, not every customer interaction will lead to a sale or an appointment on the spot. That’s just the nature of sales. But don’t lose heart—what truly sets successful salespeople apart is their ability to follow up effectively. When you don’t get the immediate result you’re aiming for, your next step is to follow up with purpose and persistence. Here’s how to turn those "maybes" into "yeses":
- Commit to Multiple Follow-Up Calls Plan to call up to five …
Traffic is Only ONE Performance Indicator
This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:
1. See More People
Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proac…
Turning low traffic into high sales: make every customer count
With Less Traffic, You Can…
…expand the time you spend with the customer.
This article is the second in our series about maximizing opportunities with less retail traffic. In times of reduced traffic, each customer interaction becomes even more valuable. By viewing each customer as an opportunity, regardless of where they are in their decision-making process, you can create meaningful engagements that lead to better outcomes.
Here are some things to consider:
See Each Customer as an Opportu…
Master objections: how silence can seal the deal
Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.
Here’s how to master this approach:
Understand the Concern
When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…
Transform your sales pitch less: stop talking when you present a solution
As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.
When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…
Stop Talking About Yourself: Mastering the Art of Listening in Sales
As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.
Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …
Stop talking…when you finish answering their question
Welcome to our July series, "Stop Talking." This month, we’re focusing on the power of silence and strategic communication. Each week, we’ll dive deeper into how less talk and more listening can significantly impact your sales success. From answering customer questions to presenting solutions and handling objections, we’ll explore practical techniques to enhance your effectiveness as a sales leader.
Stop Talking… When You Finish Answering Their Question
Imagine a customer asks why the sofa you…
Differently
C…
Bear Down
Be Realistic and Honest
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