Applying Cialdini’s Persuasion Tactics to Sales.
Have you ever wondered if there was a way to easily reduce the number of rejections you get every day? Is there really a way you can increase your close rate? Well, you’re not the only one with these questions. Persuasion tactics are useful, especially if you haven’t had a lot of luck with your sales deals. It’s a skill that is extremely important in sales strategy which involves connecting with core human needs. Every salesperson is familiar with rejection. And even if you’re doing really well with your sales quota, it never hurts to get better.
The power of persuasion has been proven time and again to be a useful skill in our sales toolkit. But it’s important to be careful and ethical in our ways when. Use the power of persuasion to benefit both of you, not just yourself.
Cialdini, an expert in the science of persuasion, talks about six major influencers that we can translate into our sales selling strategy.
Continue reading “The Science of Persuasion”
How do you dress for sales meetings? Why does it matter? Believe it or not, your outfit affects your sales process.
People often underestimate the importance of our attire but it affects us more than you think. We’re quick to make judgments the minute we meet someone and these opinions are hard to change.
We form an opinion of someone in the first few seconds. And like it or not, this is often based on appearance. Make that first impression count, you only get one chance.
More and more companies are relaxing their dress code. But you should be careful how casually you dress. Looking too casual can derail the progress you’ve made with your prospects. Dressing poorly prevents you from being taken seriously, and can even make you seem untrustworthy.
Continue reading “How to Dress in Sales”
One of the toughest jobs out there is working as a wine sales rep. You’re competing with so many people trying to do the same thing as you and it can be hard to distinguish yourself from the others. You need to give your prospects a reason to believe you’re better than the rest; they should trust you and the product you’re selling. There are a few ways you can stand out from the crowd and we will look at some of them now. Note this stuff down. You will need it!
Are you a Wine Person?
If not, it’s probably time to become one. If the buyer doesn’t believe you like what you’re selling, they’re not going to buy your product. Even if you’re not a fan of drinking wine, you should at least like the idea of it. If you don’t fit either of these profiles, well, at least you gave it a shot. But if you are a wine person and want to get into the wine sales industry, read on.
A good way to get involved in the wine community is to attend wine tasting classes. These are a great way to learn about the different wines while building your network. It’s killing two birds with one stone. You have the opportunity to try some high-quality wine samples and you wouldn’t be paying for it. I think that’s awesome, don’t you? And while this doesn’t mean you expense the wine for your parties through your company, you can have some fun.
There are other ways you can increase your buyers’ trust in you. One way is to take the WSET (Wine & Spirit Education Trust) certification. It’s not absolutely necessary but it’s a great way to show you’re knowledgeable in the field and know what you’re talking about.
Continue reading “How To Become An Outstanding Wine Sales Rep”
Business strategy is, in some ways, similar to chess.
Your board (or sales territory) is full of the standard battle-ready pieces: pawns, rooks, knights, bishops, kings, and queens; each of which brings their own unique abilities to the game. A new sales rep is the rook: a relatively strong player because of their range of flexibility but limited in their movements. Similarly, the experienced sales hire would be the pawn.
That’s right. A pawn.
Our rep is the pawn because he tends to get overlooked in the hiring arena. But, like pawns in chess, sales reps are highly versatile. When your pawn makes it to the opponent’s end of the board, it becomes one of the most powerful pieces in the game.
Adding an experienced player to your team can give you an unexpected advantage.
Your rep could be the trailblazer for the rest of your team.
The knowledge and expertise they carry from prior experience can provide you, the hiring manager, with desirable benefits. You’ll have more time for other tasks, a higher ROI with an overall increase in sales volume, and an exceptionally strong and competitive sales team. With a fresh sales hire, you’d likely experience a fraction of these perks.
Continue reading “4 Ways a Seasoned Sales Hire Can Bring You Success”
The phrase “just-in-time” is used quite frequently in sales, but the term is more than just a buzzword. It’s an increasingly popular sales training strategy in B2B sales that’s changing the way sales leaders coach and sales reps sell.
Read ahead to learn what ‘just-in-time’ means, why you need it, specific scenarios where it can drive change, and how to implement it in your organization.
Continue reading “Just-in-Time Sales Training: What It Is, Who Needs It, and Why”
Reading a book. Going on a roadtrip. Doing your laundry.
Why are these things we always want to do but never seem to get around to doing? It’s a matter of interest vs intent. Although we may be very interested in doing all these things, we lack intent for doing them. What’s the difference between the two?
As defined in the Oxford dictionary:
The difference between intent and interest is need and resolve. You experience this every time you reach into your underwear drawer and find it empty. When this happens, you’re no longer idly interested in doing laundry–that interest has converted to intent because of need. With need comes urgency that lends us motivation to do something. As a salesperson, being able to distinguish interest from intent will allow you to determine which has greater potential for closure. 80% of results come from 20% of your leads and knowing interest from intent will allow you to focus on the 20% that will give you 80% of your results. You’re not going to do laundry until you absolutely have to; likewise your clients aren’t going to close unless they see the need to.
Continue reading “Interest vs Intent in Doing Laundry (and Making Sales)”
When contemplating sales enablement, many business leaders immediately think of training and coaching. In reality, however, a successful enablement initiative also requires effective use of technology and for salespeople to be provided with the right content at the right time, in order to carry out their role to the best of their ability.
Essentially, this means that your sales collateral – the materials you produce to assist your sales team – can go a long way towards deciding how successful your enablement strategy is. In this article, we explore the different types of collateral that empower reps and allow them to boost their sales performance.
Continue reading “Sales Enablement: The Best Sales Collateral for Closing Deals”
Asking for testimonials can feel awkward at first. After all, we’ve all seen those annoying pop-up windows that ask you to review something you haven’t even tried yet. People are naturally skeptical, some more so than others. So should you avoid asking for testimonials altogether?
Definitely not. Testimonials are an extremely powerful way to get more business. You just have to ask for them the right way.
The difference between annoying a customer and receiving a well-deserved testimonial is trust.
Trust is hard to earn. All of us have had times where we haven’t fully trusted a friend or colleague. Now compare that feeling to how your prospect must feel right after they buy from you. situation to how your prospect feels talking to a random salesperson. You have no immediate authority when it comes to your prospects.
That’s why you should always have testimonials in your back pocket. But you don’t always have to bring them up yourself.
Continue reading “How to Persuade Prospects with Testimonials”
Your sales team’s performance determines how profitable you are each quarter. No surprise there, tracking sales performance has always been important.
But what sales KPIs should you be tracking?
Continue reading “Top Sales KPIs You Need To Track”
Have you ever walked into a bar and left without knowing how much you spent? One drink after another and you’ve gone past weekday happy hour to multiple $10+ drinks. The tab adds up quickly – and your wallet feels that much thinner when you go to pay for your Monday morning coffee.
How does this happen?
Bartenders are sales people. In fact, they’re some of the best salespeople out there because they use these sales techniques:
Continue reading “How to Sell like a Bartender”