It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%. It's incredible that people can become so darn comfortable with mediocrity! Solving the problem is easy when we have willing participants, so let's discuss how to solve it once and for all.
My article in the December 2015 issue of Top Sales Magazine addresses the issue head on and provides a very simple solution. You can read how to get prospects to buy from you more often right here and the article is on page 22.
If your challenge is on the sales selection side of things, this article on LinkedIn was named Top Sales Article of the week and this article on LinkedIn addresses willing participants as it relates to sales recruiting and selection. Frank Visgatis, of Customer Centric Selling, interviewed me for his Sales Rehabs podcast and we talked about - you guessed it - sales recruiting and selection. They said it was a great episode.
Top Sales World announced the final nominations for the 2015 Top Sales & Marketing Awards and you can see those nominations here.