Making the first move to introduce yourself to a stranger is an intimidating thought to most people. However, if you are in sales and part of your job is prospecting for new business, this is a serious anxiety that you need to confront. There are all sorts of reasons why we struggle to extend our...
Tag: Sales coaching Harrisburg
Price: The Deadliest Sales Objection
Nothing sucks the air out of a sales conversation quite like a price objection. When it comes time to talk about price, the situation suddenly gets real for both the buyer and seller because everything is on the line including value, expectations, commitment and certainly emotions. Handling price objections is a critical skill because price...
R.E.A.C.H. For The Solution, Pivot For The Progress
If you asked any sales manager what the top three stages of a sales process that most salespeople struggle with you would hear prospecting, discovery and closing the deal. Although all three of these are crucial in the sales process, one is absolutely essential closing the deal. Why is this so challenging? Because this is...
Cross Selling & Upselling Made Simple
Cross-selling and upselling are vital skills for being successful in sales at Scorecard Sales. Although there are differences between the concepts of cross-selling and upselling, the methods and outcomes are constant. Both are designed to motivate customers to spend more than they intended so that they can optimize their customer experience while giving the salesperson...