Tag Archives for " Sales "

Why Do You Never Seem to Have Enough Time?

By Kelly Riggs | Sales + Leadership

Salespeople never seem to have enough time. Which is interesting, because time is arguably the most important asset that any salesperson has. In fact, the real currency that salespeople trade in is not products and services, it’s time and ideas. The less time a salesperson spends in front of potential customers, the more challenging it is to develop new business and grow revenue; and the fewer productive ideas a salesperson has to offer customers, the more difficult it is to win acquire new customers.

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The REAL Problem with Customer Objections

By Kelly Riggs | Sales + Leadership

Handling customer objections can be a challenge. But the REAL problem is trying to figure out the difference between a genuine objection – a legitimate barrier – and the kind of objection that’s designed to communicate something entirely different: “I’m really not interested, but I don’t want to come right out and say so.” Been there?

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The “Product Pusher” Trap

By Kelly Riggs | Sales + Leadership

One of the key challenges in moving to the Top 5% of the sales world is breaking through the “Product Pusher” trap. You know you’re in that trap when you frequently compete on price; or you routinely submit proposals that don’t get responses; or lots of sales calls end with you leaving (or sending) a business card and a brochure.

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How to Kill a Sale (and Never Even Know Why You Failed)

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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