Sunday, November 19, 2017
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5 Common Failures in Sales and How to Avoid Them

The current state of the economy means small business owners cannot afford to lose a single sale. Learn about the common sales failures that business owners make and how to avoid them.

How to Set Your Monthly Sales Targets

Everyone wants more sales. Here's how to calculate what your monthly sales quota should be so you pursue realistic numbers that you can achieve.

How to Convince a Prospect That They Really Need IT Help

Have you ever seen a prospect that you know needs your help, but they just don't seem to understand how bad their IT is? Here's how start a conversation with them in a friendly, productive way, plus position your company as the one who can help them.

How to Use a Loss Leader to Get More MSP Sales

Here are specific ways that you can create and use a loss leader to get more people interested in your IT services. It can help you close more MSP sales.

Always Ask This Question at Every Initial Sales Meeting

Ask this question at every initial sales meeting so you know precisely what your next steps should be and who else needs to get involved to secure the sale.

How to Turn a Tire Kicker into a Paying Customer

Use this sales strategy and clever line of questions to determine whether a prospect would be willing to pay for your services.

How to Get a Client to Delay a Project Till You...

If you do good consulting work, a client or prospect may want you to start on a new project right away even if you're already booked. Here's how to get them to delay the start date until you are available and make them feel good about the decision.

How to Handle Prospects Who Want Free IT Consulting Advice

Someone asks to pick your brain over coffee. Then they grill you with so many in-depth questions that it turns into an impromptu advising session. Read these creative responses so you don't give away too much of your valuable knowledge for free.

8 Body Gestures to Watch in Your Next Sales Meeting

What a prospect says may be different than what they are thinking. Some people keep a poker face as a negotiating technique, while others may be trying to politely hide their disinterest. Learn some of the common body gestures that may suggest what is actually on someone's mind.

The Best Response to “Do you do… ?”

When a prospect asks "Do you do XYZ?" don't say "yes" followed by a list of your services. Instead, use this response to get the prospect to reveal more about what they need and how you can help them.

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