When you’re pumped with a lot of information about the product or service you have to sell, and your mind is swimming with images of over-enthusiastic and over-smart sales guys you see in the movies, it’s easy to fall prey to old habits instead of making a smarter, more innovative pitch to your prospects. Sales reps only get one chance to sell – and the words that tumble out of your mouth can make or break a deal. How can you turn your next client meeting or cold call into a positive experience for you and your brand? Here are six big no-no’s you should avoid:
1. The Sales Spiel: Stephen Schiffman in his book The 25 Sales Skills: They Don’t Teach at Business School, calls this long monologue by the sales rep, a product dump. A product dump is a nervous sales rep’s attempt to fill the awkward silence and is the most ineffective form of one-way communication with a prospect. A sales rep goes into the spiel mode either when he is new, nervous or when he puts his product over and above the customer. Your product can never trump your customer. The prospect tunes out because this is information he could read off the brochure or on your website. This approach is un-innovative and ineffective.
“Selling is not just show up and throw up!” – Mark Roberge [Tweet this]
This is a guest blog by Gal Rimon, the founder and CEO of GamEffective, a next-generation enterprise gamification company focusing on skillful change in organizations.
Many sales advice columns contain one recurring recommendation: a leaderboard. They suggest charting all sales people on a leaderboard and waiting a little for the leaderboard to sink in. They promise that as a result, sales numbers will hit the roof. Is this true?
Sales people are a competitive bunch, and a good sales contest can certainly motivate them. However, leaderboards are often misused – in sales situations and otherwise – with potentially nasty outcomes. Here are five toxic sales leaderboard habits:
A good CRM software helps you organize your contacts and follow up with your leads till you close the deal. But a great CRM does a lot more. It helps you generate, capture, nurture and grow your business in a holistic manner. If you’re an entrepreneur, you know what I’m talking about.
When you’ve just started your business, you’re doing it all: sales, marketing, follow ups, execution. Zoho CRM is just like you – it can do it all. How? With some key integrations.
Every business, no matter the industry, eventually needs a CRM. As a company that has been in the CRM space for a decade now, we are always pleasantly surprised when customers from across various verticals tell us how our system works for them. It inspires us to create a product that is so flexible and customizable, that it fits everybody’s needs. That’s why we believe in #CRMforAll
Don’t believe us? Here are 5 unique companies that use Zoho CRM:
I’m surprised when my friends tell me they know nothing about the culture of a company they are about to join. ‘It pays well, and I like my job title. That’s all that matters.’ Does it, really? These are important factors, for sure, but if you can’t be happy where you work, you won’t stick around for long.
Happiness is subjective, of course. What makes me happy, may not matter to you. I feel happy when I am doing the kind of work that satisfies my creative needs, in a workplace where I can see myself learning and growing as a person and in my career. This is greatly influenced by the company’s culture.
How can you determine what a company’s work culture is before taking the plunge and accepting the job offer?
Four years ago, I started working in a publishing house as an editor. Soon after I joined, it became clear to me that a key part of my job was to collaborate with multiple players. Working with people to publish a single book is a mammoth task. It takes up a lot of time and is exhausting. At the end of each day, you feel you didn’t get any editing done at all because you spent all your time making sure everyone was ‘on the same page’. Pun intended.
When I started using Zoho, it changed the way I edited. I felt more productive and got more done in less time.
Here are three reasons I’m ‘booked on‘ Zoho Docs: Read more
As a small business owner, one needs to stay inspired at all times. Everything around you motivates you to follow your dream and do anything you can to keep it alive. Watching a sporting event like the Winter Olympics, is a great reminder to stay committed to your business goals.
When we watch the Sochi events on YouTube or read about it in the news, rarely do we think about the preparation, the intense training these athletes had to undergo to be eligible for competing at the greatest sporting event in the world. We remember only the winners, the people who performed exceptionally well. We forget about the years, the decades of hard work that come down to just a few seconds.
Ever thought what you and a sportsperson training for the Olympics have in common?