KAS Sales Articles

Sales Advice I Wish I Knew When I Was 25

Pretend You Charge By The Hour Or You Can Get Taken Advantage Of

Many sales people fail to understand just how valuable their time is and because of this, many lack even average time management skills.

Even when some sales people feel that there is a 90% chance that they are not going to make the sale, they maintain a skewed glimmer of hope and still spend hours upon hours filling out long, complex RFP's that will never see the light of a printer.

Further, the sales professional combines the empty work hours with having hour long conversations about nothing with the decision maker's assistant thinking that they are slowly breaking into the organization from the ground-up.

As a sales professional, right off the bat, you must gauge as to whether or not the client's company has the money.

Forget about who you think that the decision-maker is and forgot about your current contact within the company.

First focus on their ability to write checks, then worry about who the main players are and whether you're speaking to them.

Typically, there is an inverse relationship between how much the potential client discusses cutting a check and the odds of them doing so. This is a trap that many young sales professionals fall into and that sales managers should be cognizant of.

Listen to the individual and also as a sales person since you have to get to know your clients asked them their past history if they spent years and it's huge corporate structure and hi top management you can almost always bet that that individual is in an enormous decision maker with in their organization.

When You Have A Shot At Making The Sale and When You're Doing Free Consulting:

Another rule that sales people want to implement and constantly hold themselves is to only give consideration to RFPs from decision-makers.

Sales professionals need to start realizing that they are a free knowledge base in their industry if their teaching every inbound caller the intricacies of their industry and giving out insider information as to the inner-workings that only people who work in the vertical would know. Article Continued

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