The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
It’s interesting that this comes up so often, because it seems to me that more often than not, most salespeople are looking at pricing objections from the wrong perspective. In fact, these common objections often have nothing at all to do with price! Let me explain.
The amazing Jill Konrath has done it again. Her new book More Sales, Less Time has been released today and like all her books. This one is bound to be a best seller. Jill and I have shared the stage many times and I always value her wisdom on what it takes to be successful selling now.
Are you prepared to combat a destructive virus on your team as soon as it shows up?
Unlike the cold virus, the negativity virus has no “season” – it can show up in any given month, on any given day and without warning. Similar to the common cold, however, it can be highly contagious and just one team member infected with this bug can quickly spread the virus to the entire sales team.
Is your business experiencing wild swings in revenue?
This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.
What?! Let me explain.
Every time one of your sales reps closes a sale, they should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business, it detracts focus from gaining new leads. Before long, you will have no new leads to close business with, and this is what causes swings in revenue or sales whiplash…as I like to call it! Not to worry, if you feel your team has fallen victim to laser-focusing on closing while sacrificing new leads, there’s a solution.
Are you wondering how you can attain consistent revenue?