Hubspot

8 Phrases That Make Salespeople Sound Like Total Amateurs

This post was originally published on this siteMost salespeople begin relationships with their prospects with little to zero credibility. There are ways to build up your trustworthiness in advance, like blogging, getting an introduction, crafting a personalized email, working for a well-respected company, and so on.But HubSpot’s research shows most prospects still don’t trust you when you reach out.To win their respect …

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How 12 Sales Experts Handle Objections in 2017

This post was originally published on this siteThe question isn’t whether your prospect has objections — it’s whether you’ll get to hear those objections and if you’re capable of resolving them.Every buyer has at least one major reason not to buy. This reason has been preventing them from pulling the trigger for the last few weeks, months, or even years. Successful salespeople …

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6 Times You Absolutely Must Shut Up During Negotiation Conversations

This post was originally published on this siteWhen it comes to conversation, “silence” is usually preceded by “awkward.” We usually attempt to fill the gap with the first thing we can think of — getting more and more frantic as the seconds tick on.But during negotiation discussions, silence is actually a rep’s best friend. Not only can it often mean …

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5 Universal Ways to Earn Buyer Trust Fast

This post was originally published on this siteThink about when you go into a dentist for the first time or a lawyer’s office. You probably don’t feel comfortable. What about when you go to a party and don’t know anyone? It’s human nature to feel more comfortable with the familiar.A customer in your store or on your website is a …

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61 Instantly Memorable Sales Rapport-Building Questions to Ask Your Prospects

This post was originally published on this site“This is Mateo.”“Hi Mateo,” you say enthusiastically. “It’s Jessica from Marchbank … So, how was your weekend?”“Great,” Mateo responds. “ … How was yours?”“Awesome,” you reply. “And uh … how is the weather by you?”“Um … it’s warm. So that’s good.”You’re probably bored just reading this conversation. So why do salespeople use these …

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Salespeople: Stop Giving So Many Demos

This post was originally published on this siteHalfway through the month, I noticed my salesperson’s call-to-demo rate had dropped 10%.During our next one-on-one, I asked her why.“The decrease is intentional,” she responded. “I’ve become more selective about whom I’ll move to the demo stage. Not only can I focus my energy on the best-fit prospects, but I have more time …

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The Sales Silver Bullet Most Salespeople Don’t Know About

This post was originally published on this siteCustomer experience will be the defining element of marketing and sales strategy in 2017.To create a seamless customer experience, companies must align not just Marketing and Sales — but all revenue-generating and outwards-facing departments, including customer success and product development.Customer experience is the story of each client’s relationship with your product or service. In …

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5 Strategies for Creating a Sales Proposal that Closes for You

This post was originally published on this siteMany salespeople dread putting together sales proposals. They spend hours crafting proposals that ultimately never lead to business. This is entirely avoidable: Following a proven five-step checklist for creating sales proposals lets you guarantee your proposals will create value for your prospects — while enabling you to close bigger deals.The vast majority of salespeople make the …

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4 Proven Ways Sales Managers Can Make Their Reps Grittier

This post was originally published on this siteTo be successful, a salesperson needs both passion and perseverance.A rep who’s enthusiastic but unwilling to put in the necessary effort and do less glamorous work will ultimately fizzle out. A rep who works hard but doesn’t have passion, on the other hand, will never be able to demonstrate the value of her …

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8 Insightful Takeaways From 6 Sales Leaders on Growing Revenue in 2017

This post was originally published on this siteAt HubSpot, we spend a lot of time thinking about how the world of sales is changing. So, from time to time, it’s nice get out and actually witness the change first-hand.A few weeks back, I had the privilege of attending Revenue Summit, a joint conference between Sales Hacker and #FlipMyFunnel. We heard …

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