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The Center for Sales Strategy Blog

Selling Techniques for Getting that First Appointment

Selling Techniques for Getting that First Appointment

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.

Maybe you just haven't given them a compelling enough reason to call you back.

If you want prospects to call you back, you need to give them a reason. If the reason you're providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Your prospect doesn't want your ideas. They want solutions to their problems.

Topics: sales strategy Sales

How to Boost Morale for Better Sales

 How to Boost Morale

How are you working to improve sales?

When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.

Topics: Sales company culture remote sales team

The 8 Essentials to a High Performing B2B Sales Organization

The 8 Essentials to a High Performing B2B Sales Organization

There's a lot to get right if you're trying to build a high performing sales organization.

That's because sales organizations are complex systems, like the nervous system. The nervous system contains a network of specialized cells called neurons. Nerve impulses have a domino effect. Each neuron receives an impulse and must pass it on to the next neuron and make sure the correct impulse continues on its path. If something goes wrong in this process, you have problems.  

In a sales organization, there's the same domino effect. If you don't get all 8 essentials right, you'll have problems.  

Topics: sales performance Sales

A Better Way to Deal with Order Cancellations

how to handle order cancellations

The old saying “when it rains, it pours” seems to apply to order cancellations, and it seems like when cancellations occur, they occur in bunches. Here’s what many sellers do when they experience a bunch of order cancellations:

1. Have a negative reaction and argue with the client.

2. Panic and go after any account they can sell.

3. Look for ways to close a quick deal to make up for lost revenue—including dropping the price to close a deal.

4. Sell new prospects whatever they can sell without worrying about delivering results.

All items on this list ultimately lead to short term sales AND more cancellations in the future.

Topics: Needs Analysis Sales sales process

6 Things the Best Salespeople Never Do

6 Things the Best Salespeople Never Do

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople.

Let’s look at this from a different angle. What things do they make certain to NEVER do?

In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.

Topics: Needs Analysis Sales sales accelerator

Let’s Get Real About How Many Contacts It Takes To Get An Appointment

Let’s Get Real About How Many Contacts It Takes To Get An Appointment

There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?

Topics: sales performance Sales sales process

Movies and Series to Stream While Social Distancing

Movies and Series to Stream While Social Distancing

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 survived 2020, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while staying home and social distancing.

Topics: Sales COVID19 Resources

Tips to Make Sales Meetings Meaningful Instead of Meaningless

Tips to Make Sales Meetings Meaningful Instead of Meaningless

When you think about the sales meetings you attend, are you delighted or disappointed? Are you engaged or enraged? Is your time spent in the meetings worthwhile or wasted?

Sales meetings are a staple in most every sales department. Time is money to every salesperson and sales leader. It’s up to the sales leader to make sure each meeting is positive, motivating, and worthwhile. Treat your sales team like customers who want to feel like their needs have been met and that they leave the meeting enlightened and energized.

Topics: successful sales meetings Sales

Curiosity Killed the Cat, but Saved the Sales Rep

Ask-Questions-in-Sales-Meetings

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”

If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

Somewhere on the journey from childhood to adult professional, much of that unfettered curiosity gets left behind. We've become a society of head-nodders where people are often afraid they’ll look dense if they ask a question. You’ve seen it—people nodding in agreement, as if they completely understand, when you're certain they don’t. Their fear of losing the respect of others actually keeps them from learning.

Topics: Needs Analysis Sales

The Link Between Healthy Habits and Healthy Pipelines

The Link Between Healthy Habits and Healthy Pipelines

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.

Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.

The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.

Topics: business development Sales prospecting