Media Sales Today

Best of 2010: About half of salespeople miss their sales quota…and Chad Levitt, author of the New Sales Economy, claims to know the “real reason” why.

Best of 2010: While it’s very likely you share a common language with prospects and clients, you may not realize the many different ways people have of interpreting specific words. Makes sure your use of language isn’t keeping you from making the sale.

“Trust is the single biggest motivator of buyer behavior and one of the key components to establishing a successful buyer/seller relationship.”

That is the opening sentence of Jodi Bagwell’s blog post, titled “NO Trust? NO Sale!” and it’s a statement that perfectly sums up why you as a salesperson need to invest in relationships with prospects.

  Here is a quick sales tip that you may or may not agree with: Talk with your hands when selling. “Sales Hunter” Mark Hunter suggests that when interacting with a client, even over the phone, speak with your hands, which he says will: Add energy and enthusiasm to your voice Bring out your confidence [...]

E-mails are a great way to reach out to prospects, but the e-mail subject line may prevent them from even clicking what you’ve sent. Despite salespeople’s best efforts with catchy phrases or humor, prospects are more likely to open e-mails that are not only personal to them, but immediately grab their attention without being gimmicky.

Don’t let bad communication skills kill a potential sale. An article author Alan Weiss, Ph.D. discusses how despite one’s intelligence, people sometimes say things that are just plain dumb.

I recently came across a great article by sales blogger Art Sobczak in which he writes about his “unbreakable” rules of sales.