Sales Tips

How Emotions Influence Sales Decision Making How do you make decisions? Most people claim they make decisions rationally. The truth is, we decide with emotion and justify our decisions with logic. Have you been to Starbucks this week? Why did you choose Starbucks and not the cheaper cafe next door? It’s not because of better coffee or friendlier staff, but the feeling Starbucks sells along with its drinks. Modern design and fancy names, the social acceptance you get from your visit because all the cool kids go there, and the reassurance that you get the same product wherever you go are…

A week of hectic travel leaves you tired and frustrated.  Here are three steps to get organized and ensure success on your next sales trip: 1. Plan Ahead In order to get ahead of the competition, you need to be efficient.  By creating optimal routes and sticking to them, you'll steer clear of stressful situations during the week.  Cutting your driving by 20% means crushing your quota while everyone else is still on the road.  And since you can store your routes in an iCal, Outlook, or Google calendar, you'll know exactly what's on tap every day of the trip. 2. Track your Progress You shouldn't count…

As a field sales rep, you’re well experienced in the art of conversation. Sales is the act of bringing someone over to your side, and conversation is the best way to do that. A solid conversation creates action - it means a monthly quota met, a year-end bonus, and a happy customer. In a sense, every conversation is selling something; an opinion, suggestion, story, or idea. Salespeople require the skills to make this happen more than anyone. But outside of being charming and putting customers at ease, there are ways you can subtly sell more than you ever thought possible…

There are numerous reasons why sales jobs have high turnover rates. Sales involves many habits people dislike: approaching strangers, questioning strangers, keeping up with those strangers, and genuinely caring about their needs. This is not to assume that the average person does not like people. But many people are too lazy or uninterested to actually fulfill these tasks. Maybe it is lethargy or embarrassment or awkwardness, but a more plausible reason, believe it or not, is that not everyone likes pursuing social interactions. Meeting a client face to face is a golden opportunity. A salesperson can not afford to…