<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

A Great Way to Establish Trust & Create Value: Think Like an Owner

sales establish trust create valueGetting that first appointment with a new business prospect is difficult because most sellers do not take the time to establish trust and create value in the mind of the prospect.

Unknown salespeople do not have the best reputation in the minds of new business prospects because of the less than honest actions of some sellers. An essential element to overcoming this hurdle is establishing trust and creating value—one way to do this is to think like an owner. 

Topics: valid business reason new business development Needs Analysis prospecting

Finally… The Answer to the Unanswered Philosophical Sales Question

answer to sales questionWhat came first, the chicken or the egg?
No doubt you have heard this question. No doubt the debate continues.

Here’s is the chicken-and-egg version as it relates to sales:
What leads to more cash, more appointments, or more assignments from set appointments?

Topics: Setting Appointments new business development Needs Analysis prospecting

Elite Prospecting: 7 Tips For More Face Time + Established Credibility

elite prospectingTechnology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy.  They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. 

The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down and call 100 prospects and get ten appointments. Any mention of not having enough appointments was met by your manager with “This is a numbers game! Sit down with the phone and don’t quit calling until you get ten appointments.”  Today that strategy is total folly. 

Topics: sales performance prospecting

Set the Stage for Success: Prepare Yourself AND Your Prospect

prepare your prospect before a meetingIMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count. Luckily, you have a few days to prepare so you can ensure the meeting runs smoothly and the prospect views you as a trusted and valued partner.

While it’s important to prepare yourself for the meeting, you also want to prepare the prospect. This is one thing that salespeople often overlook prior to a meeting. Most prospects are going to expect you to come in and tell them why they need to buy your product or service. It’s up to you to go out of your way to be sure they know you are different and you are not going to do that. Don't just prepare yourself... also prepare your prospect.

Topics: Proposal Needs Analysis successful sales meetings sales strategy prospecting

6 Ways To Ask The Perfect Question

ask the perfect question salesHave you ever come back to your office after a solid Needs Analysis meeting and shared the exciting news with your manager? As you sit down to recap, your manager starts to ask you questions about the prospect, and you realize you can’t answer them. Critical information that you need was never even discussed. The assignment that you uncovered and thought was strong is actually vague, and you begin to understand clearly that you are missing key pieces of information. You start to deflate as you realize this meeting wasn’t as good as you thought after all.

Topics: Needs Analysis sales performance sales process prospecting

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 
BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance salespeople sales process prospecting

Two Words You Need To Understand To Set More Appointments

set more appointments

 "My sellers do not go on enough sales calls."

- Every Sales Manager

I hear this all the time from sales managers. I also hear a similar version from sellers: 

“I could sell more if I had more quality appointments.”

 - Almost Every Seller

Imagine if every seller had one additional call per week, every week of the year. That’s roughly 50 additional appointments per year.

Topics: sales strategy sales performance Sales salespeople sales process sales leads prospecting

10 Eye-Opening Email Statistics To Help Guide Your Sales Email Strategy

email statistics to guide sales email strategyRecently, I sat on a panel about sales and marketing, and during the presentation, another fellow panelist said, 'Email is dead! Social media is where to reach your people!' Well... I laughed (internally, of course)... but was he right? Surely not. 

Topics: email sales strategy sales pipeline sales leads prospecting sales playbook

3 Ways to Accelerate Sales by Slowing Down

accelerate sales process by slowing downNo one likes to wait!

We don't like to wait in lines, on hold, or for Christmas morning. We want things now! As a society, we've become accustomed to instant downloads, on-demand programs, and same-day Amazon Prime deliveries.

Which is why sales organizations want to accelerate the sales process. For years, B2B sales were often seen as a long, complicated process where the salesperson could do very little to speed up the sale, but today you can speed up the process by simply slowing down!

Topics: Setting Appointments Needs Analysis sales process sales cycle prospecting

The Art of Asking Questions: 8 Surefire Tactics To Brush Up Your Skills

art of asking questionsWouldn’t it be nice if you had a list of ten surefire questions you could ask during a needs analysis meeting that would lead directly to cash? That would be sweet… show up, ask the questions, and leave with an order!

Too bad that list does not exist. There is a list of guidelines to follow that will elevate your questions and your method of questioning to a higher level… perhaps to Rembrandt level. Salespeople can reach this level by perfecting the art of asking questions! 

Topics: Needs Analysis salespeople sales process prospecting