Nema Semnani

Is it possible that salespeople are actually the ones who create longer sales cycles? Get your sales team to recognize these 4 behaviors so they can shorten their selling process and close more deals.

Do you find that you or your sales team rely on presentations and proposals to fill the pipeline? Let’s face it, preparing presentations and proposals use a lot of your valuable resources and have hidden costs which affect your bottom line. Here are some recommendations when you do send a proposal requests.

As Sales Professionals, we can't think of many prospecting options that we enjoy more than a busy Trade Show floor. Why? Where else can you get so much practice? Where else can you interact with multiple prospective clients each hour? Where else do you have people approaching YOU about your products or services?

On the other hand, you must be really effective at engaging people in conversation, and in the RIGHT conversation, to assure your Trade Show success.

A 30-second commercial is not just about giving information, but it grabs the attention of a suspect or prospect in order to open the door for you to ask the right questions.  Crafted appropriately, you can get your prospect talking about themselves and learn valuable information in order to move forward with the relationship and closer to winning new business.   

Many times, sales people are uncomfortable asking if there is enough money available in the budget to pay for their products or services.  When they don't they can waste a lot of time creating proposals for prospects who will end up making no decision at all.  Read how you can "qualify" who gets to see your proposals.  

With the New Year just beginning, it’s time to take stock of where you are.  It is a time for reflection on the successes and challenges of the previous year and time to set new goals and find new opportunities for the coming year. Regardless of how your company fared, the question is the same: What are you going to do in 2017?