When attempting to determine whether a question is aggressive or assertive, length is your first clue. In general, longer questions feel more aggressive than assertive ones. When the salesperson leads with intent or context, prospects can feel pressured to respond a certain way. Getting right to the point, on the other hand, makes prospects feel like they can answer however they’d like.
Trade Show Display Marketing Tips and Advice
The term "sales pitch" might be a little old school, but the concept is not. At its core, a sales pitch is just a way to explain your product or service's value to the buyer. Call it what you will, but educating prospects on an offering's worth is still central to sales. What has gone out of style are sales pitches that are long, product-focused, and boring. In fact, we have a separate article all about the essential elements of a sales pitch.
In his book To Sell is Human, Daniel Pink presents six types of modern day sales pitches that act as updates to the classic elevator pitch. Translate your product or service's value proposition into each of these six formats so you can whip out one or another when appropriate.Read More
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start?
Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.Read More
At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are millennials. After all, there are more than 80 million millennials in America right now and they outnumber baby boomers. But marketing to millennials is different than traditional marketing, so without the right strategies, you could be at a real competitive disadvantage.
Generally speaking, millennials are currently in the age group between 18 and 35 as cited here by the University of Southern California and they make up about 40% of the American population. With those kinds of numbers, it is reasonable to conclude that millennials presently hold a large number of leadership positions in American businesses and that number will continue to grow.
Topics: trade show selling tips, motivating at trade show events, marketing effectively at trade shows, drawing prospects into a booth, interactive marketing at trade shows, selling in your trade show booth
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.Read More
Topics: effective trade show marketing, tips on how to sell at trade shows, selling in your trade show booth, selling in your trade show botoh, selling on the trade show floor, tradeshow tips, selling at trade shows
So you've done the preliminary research on a prospect and it looks like you could really help their company. Next step? Get them on the phone.Read More
Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it - even when you working a prospect in your trade show booth. After all, need doesn’t matter without the ability or desire to buy. But talking about money with your prospect can be tricky. Not only can these conversations feel awkward, but you may not know exactly what to say or how to say it. That’s where this list can help. To identify whether a buyer can -- and will -- pay for your product, use these 50 questions.Read More
When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects.
Prospecting is hard - especially within a trade show booth. You are typically barging in on someone, so you'll hear objections such as, “I’m too busy, call back next quarter,” “Just send me some information,” “We don’t have budget outlined for this,” and so on. The good news is you will begin to identify a set of common objections during prospecting. The key to success is to be prepared to overcome them and move prospects to the next step.
As a marketer, one of the most satisfying feelings is when you can rely on your existing customers to help grow awareness of your company. It's a hallmark of inbound marketing—when you deliver quality content that people recommend to their own. However, it doesn't hurt to give your content a bit of a boost by incentivizing your existing customers to spread the good word about your company. One way to do this is to create a contest where you see which evangelist generates the most new interactions with your site. The following article gives you step-by-step instructions for setting up this type of contest, ensuring that your existing customers get proper credit for all the leads they bring in. We'll be using contact properties, a new form, and a new email to help create this process.Read More
“Consultative selling” comes up again and again. But what does it really mean? And how can you make your sales pitch -- which is traditionally product-centric -- more consultative. First, let's dive into the differences between product selling and consultative selling. Then, I'll explain how to create a consultative sales pitch. Finally, I'll share a customizable connect call script that works with the consultative style.Read More