Sales professionals typically look at the buying decision for each persona in the simplest of terms: if the product has the features the prospect is looking for and the price is good, then the sale should happen. However, there are 3 essential personas with different needs that you need to engaged before closing the sale.

You want to be sure that your prospect is the right fit for your solution. When you begin your productive conversation with a prospect, your goal is to gather key information, interrupt their current way of doing business that’s not working and help them transition to a better way of doing business.

Sending numerous cold emails out each day can be monotonous and tedious. You may find yourself sounding less genuine and sounding more and more robotic one after another. Ben Hippeli, our CEO, answers a recurring question sales professionals have and provides ways to sound more genuine with your prospects.

Not every sales professional is a fan of calling, in fact, approximately 48% of sales professionals are afraid of cold calling. Prospecting is critical to the survival of any business, and when it comes to making cold calls, you have to get your head in the game to see success!

Cold calling doesn’t come naturally to everyone and can be daunting for some. It’s important that you’re in the right mindset before you start your cold calling process. Here are a couple tips and tricks to help you feel confident and prepared when you’re on the phone!

There are 3.5 Mission Critical Priorities, also known as MCPs, that all companies need to achieve in some capacity. As a sales professional, your job is to show your prospects how your solution will directly help achieve one or more of these priorities.

The art of sales goes far beyond the features and price you offer. When you begin your productive conversation with a prospect, your goal is to gather key information, interrupt their current way of doing business that’s not working, and help them transition to a better way of doing business.

Throughout sales meetings and presentations, your audience will be reading your body language and making decisions about whether or not to trust you, whether or not you have their best interests in mind, and whether or not you’re going to follow through on your promises. Learn from our CEO, Ben Hippeli about implementing the Navy Seals’ 4 Pillars of Mental Toughness in your next sales pitch.

If you’re seeing a pattern of the same objections coming up over and over again, it’s likely this pattern is stemming from 1 or 2 common problems: 1) weaknesses in your solution or 2) weaknesses in your sales presentation. On the brightside, you can address both of these problems with these steps.

Sometimes your prospect isn’t ready to close the sale. When that happens, you can find ways to advance the sale and keep the prospect engaged. The next time you meet with your prospect, you have to have a clear objective If not, as Yogi Berra once said, if you don’t know where you’re going, you’ll end up somewhere else.