Sales Tips Posts

Cognitive Bias: How to Make People Want What You’re Selling

Cognitive Bias: How to Make People Want What You’re Selling

“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar.

People, by nature, are extremely emotional. We may feel like we’re making logical and rational decisions every day, but there are so many influences subconsciously playing into our emotions and steering the direction of our thoughts and judgment.

This may sound like bad news for salespeople. The lack of certainty in how a prospect will behave makes it difficult for salespeople to feel in control.

Assuming the need is there for your solution, it seems reasonable to think that you should be able to present the benefits and ROI of your offering, and in return your prospect should be able to see the logic in choosing your solution. Why can’t we all just make some rational decisions?

The reality is, we can’t. (more…)

7 Steps to Help You Focus on the Right Prospects

7 Steps to Help You Find and Focus on the Right Prospects

Prospecting is all about creating conversations that will ultimately lead to sales.

It can be tempting to cast your prospecting net as wide as possible to make sure your pipeline is brimming with potential customers. In fact, many companies actually encourage fat pipelines to increase chances of conversion.

While this might seem logical, pumping more into your sales pipeline can compromise the quality of your leads. (more…)

Play the Long Game – Why Quality Sales Drives Long-Term Success

Play the long game - why quality sales drives long-term success

We all know that revenue growth is key to business success. Growth is essential for value creation, market capitalization and, of course, to yield greater returns for your company.

I don’t know a single company that doesn’t strive for year on year growth – it should be central to every business plan.

But what happens when sales leaders start focusing on short-term sales targets at the expense of sustainable success? (more…)