Mike Schultz's Blog, page 13

Infographic: 10 Essential Selling Skills

In What Sales Winners Do Differently, we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

66 Sales Tips to Boost Your Success in 2022

Wouldn’t it be great if there was a silver bullet that would make you more successful in your sales efforts? Or if there was one thing you could do to really boost your sales results?

Here’s the bad news: there’s no silver bullet. Sales success takes hard work and commitment, along with skill and savvy. There’s no shortcut to success.

Infographic: 6 Essential Rules of Sales Negotiation

Negotiations may be more competitive than ever, but the best negotiators are still confident, able to achieve target pricing, and more satisfied with the results of negotiations.

But where do these negotiators excel?

6 Strategies Buyers Use to Negotiate Price

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

Social Selling Tips for Success

Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms.

Now, however, social media is a necessity to establish credibility with potential buyers.

6 Strategies for Sales Prospecting Success

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response. And that’s not because they are masters of prospecting—quite the contrary. It's because they do so little of it and were unsure of what questions to ask.

Key Influences on Sales Motivation

For the best sales results, you need to have a highly motivated team bringing their A-game, day in and day out. Often, it's up to sales managers to make sure their team maintains this positive and results-driven attitude.

But it’s not always easy.

33 Tips to Look Professional in Your Virtual Meetings

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider.

With a little forethought and preparation, you can make a great first impression with your buyers.

Read on for guidelines and tips specifically focused on projecting a professional image in your virtual sales.

How to Manage a Sales Negotiation to Your BATNA

The #1 essential rule of sales negotiation is Always Be Willing to Walk Away.

You know when you should walk when you know your BATNA, or best alternative to a negotiated agreement.

When you’re feeling calm, clear-headed, and confident, you’re more likely to be a successful sales negotiator. Yet, anxiety is the most common emotion associated with negotiations, and anxious negotiators don’t perform well.

Strategies and Tactics for Sales Negotiation

Whether you work on a sale for 9 hours, 9 weeks, or 9 months, when you get to the negotiation phase of the selling process, you can lose the sale in an instant.

And even for those sellers who win the sale, the negotiated outcome may not be the best.