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During his research, Rackham noted that he often encountered representatives preparing for sales calls. One common practice was to list potential objections their prospect might throw at them. This included practicing responses and deciding how they would handle each rejection.

However, Rackham ...

How many telephone sales do you make in a month?

We talk on the phone constantly with our clients. It's such a common activity that we forget how important it is to be able to sell over the phone effectively.

As salespeople and sales managers, we're always looking to improve. We work on our ...

If your team already has a defined sales process, the good news is that you've most likely already outlined the stages of your sales pipeline. If not, don't worry. As you build each stage of your sales pipeline, which we'll explore in the next section, you'll be able to map out your sales process as ...

Use your soft skills to show them that your business will continue.

Reach out to your most important customers and let them know that your relationship with them goes beyond a sale. Start by discussing the status of their orders, shipping, inventory, and payments.

Ask about their businesses and ...

If you've ever landed a difficult prospect or lost one you thought was a sure thing, you've experienced the power of sales psychology. The question is, were you guiding those results or just watching them unfold?

We're all governed by the same psychological principles when it comes to why, when ...

If you're a sole proprietor, answer these questions yourself. Once you've seen how you can integrate a CRM into your routine, decide which of its tools you want to try. You'll soon see all its advantages in practice.

If you have a sales team, provide communication channels for your sales reps to ...

Make sure the CRM you choose helps you meet each and every one of these characteristics. Keep in mind that your CRM shouldn't be another administrative burden for your sales team. In fact, the CRM you choose for your team should be a valuable tool.

When considering a CRM system, it is very ...

You can also think of the stages of your sales process as a journey in which you must:

Reach your potential customer - Generate empathy - Raise awareness - Gain trust - Allow them to try - Help them buy

The Reaching stage is equivalent to the Prospecting stage. Empathy can be achieved by finding a ...

A sales channel strategy allows you to leverage third-party support to sell your products and services. Sales channel strategies are typically implemented as part of business growth efforts. Sales channels can help your business grow in three key ways:

Reach new customers who don't buy directly ...

Multi-level marketing is a type of direct sales. In this case, salespeople act as brand representatives and recruit other product sellers.

Multi-level marketing is adopted by many resale companies. In this model, people selling products (representatives) earn commissions on their sales and those of ...