Sales Best Practices

Do Your Customers Love You?

Do your customers love you? The success to any business is to have great customer retention. Unfortunately, companies sometimes get caught-up in the numbers and the bottom line instead of focusing their efforts on developing their people.

Although there have been drastic changes and improvements through technology to make our sales lives “easier”, we still deal with people. And people build and develop relationships.

Here are 3 simple ways to make your customers love you:  (more…)

By Greg Hahn, ago
Sales Best Practices

Yes or No. There is No Maybe

You just finished a meeting with your customer. You asked for their business. And the customer responds with—MAYBE. Sigh. How you interpret that maybe is up to you. Let’s be honest, most sales professionals interpret a MAYBE for a yes.

It’s important to remember that there are only two responses: Yes or No. In fact, NO is my second favorite answer in sales. It’s the “Maybe’s” that cause a lot of heartache and frustration for sales professionals—not to mention the time wasted with unnecessary follow-up. (more…)

By Greg Hahn, ago
Construction

How to Handle I’m Too Busy

First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.

Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”

Here are some suggestions: (more…)

By Greg Hahn, ago
Sales Best Practices

Cold Calling: The Magic Wand for Struggling Sales Reps

Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.

For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché "Activity drives results!" No it doesn’t. The right activity drives results!

If sales professionals were not hitting their numbers the solution was COLD CALLING. So what's cold calling? Let's look further: (more…)

By Greg Hahn, ago
Sales Best Practices

Sales Is About People

Do you want to see real growth in your sales organization? Here’s a simple tip: Start treating your sales professionals as people.

What does that mean? Right now, there’s too much emphasis on the company instead of focusing on people. Company culture begins at the recruiting/interviewing process. Treat a candidate as a human being during the recruiting process. If a sales professional is under performing, eliminate the “Coach ‘em up or coach ‘em out” mentality. If you take care of your sales team, they will in return take care of your customers—improving customer retention.

A culture shift has to happen. (more…)

By Greg Hahn, ago