By Kelly Riggs | Sales + Leadership
There are certain things that average salespeople do over and over that can kill a sale. I know because I’ve done most of them. For some, I’ve been guilty many times. [I’m not hopeless, but I am slow.] Turns out, however, it’s not just me; most every salesperson makes these same mistakes. Which is sad because every single one of the seven things listed below can be fixed immediately.
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By Kelly Riggs | Sales + Leadership
In many cases you’ve worked for weeks or even months to secure a piece of business – a process that likely included several meetings, a number of presentations, and a host of follow-up calls before you finally hit the goal line and heard the magic words, “Let’s do this.” Do you really want to screw it up now? This is when the real work begins. Like when a home builder sells a house — it’s great to get the sale, but you still have a home to build. And that experience can lead to a delighted customer who tells everyone about you, or it can become a train wreck that kills the opportunity to get tons of referrals.
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By Kelly Riggs | Sales + Leadership
The truth is that the barrier to entry in almost any industry is typically very low. Competitive response is lightning quick. Market innovation arrives each day right along with the sunrise. To compound the problem, the deluge of information available to the customer often makes decision-making more difficult, not easier.
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