Elinor Stutz is October’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Stutz has had a long relationship with SalesPOP!, sharing her insights as one of the “65 Business Women Influencers.” Her SalesPOP! Contributions include numerous blog articles such ...
Perseverance in sales is difficult. If there’s any factor that pushes someone away from being a salesperson, it would be the constant rejection. Sales is a difficult, challenging field. Salespeople get told “no” constantly, deal with potentially difficult clients, and juggle a lot of information, all at once. If you explore the retention statistics, many people ...
Summer brings many challenges for the employees of a sales organization. Decision makers are on vacation, and buyers aren’t always as responsive. It’s easy to get defeated, and it can be difficult to maintain high sales quotas. All of these factors contribute to the annual trend of sales “drowning” in summer. Join us on July ...
Sales. It’s right at the center of a company’s revenue strategy. Without sales, revenue doesn’t happen at all. With the right sales team and the right strategy–and of course the right product or service–it’s a rocket ride right out through the top. But what comes before all that? You guessed it: sales training. Join us ...
Pressure can be intense for salespeople during the last quarter of the year. One strategy is to remember previous prospects we had mistakenly predicted to be future clients. Instead of forever sealing a door, reach out one more time to instead seal business. Take the unusual step of contacting a prospect who previously rejected you. ...
It boggles the mind to hear people suggest there is only one way to tackle a situation. Even worse is when they take the long journey for reaching goals versus seeking out the most direct route. The issue is similar to using the perimeter of a square versus taking the diagonal. If we believe that ...
The comparison of clientele and a beautiful garden came to mind as I was in conversation with a friend. Jane asked the question, “How do you handle difficult prospective and current clients?” She admitted it is difficult to be in the presence of some. My response was, Remove the weeds to make room for the ...
The best sales training is to practice buying, but not necessarily make a purchase each time. Purposefully gathering information to learn more finds most people comfortable with the visit. Observation and experiences are the best teachers. We all need to purchase food, clothing and even a car at some point in our lives. Our tendency ...
The Three Sales Questions That Make All The Difference Two differentiators exist between top achieving salespeople and those who are average at best. The ability to ask and answer unusual questions with a smile makes all the difference. Clients immediately recognize a salesperson who is willing to learn by stepping out of the traditional comfort zone of merely ...
Most salespeople want recognition for their excellent work. Sales training teaches us a specific order for the steps of the sales cycle. Reading the classic sales books will boost our understanding of how to sell. However, when one follows the exact rules and procedures similar to everyone else, there is little hope for rising above ...
