Blog

Listening skills are valuable salesperson traits according to buyers in a recent survey on selling skills. When buyers were asked about the most valued traits in a salesperson, 80% selected “actively listens to me.” If you’re a good listener, you’ve got an important skill to be an elite salesperson.

A very popular sales book on the market right now is The Challenger Sale by Matthew Dixon and Brent Adamson. Its popularity is based on two things. First, the theories in the book are based on a very large data set - the actual performance of thousands of B2B salespeople. Second, the theories break through traditional thinking about which type of salesperson performs best in a relatively complex selling environment.

As a sales professional in an online marketing agency your role is to identify the best solutions, maximize profitable sales for your company and create raving fans of your customers. This article is about maximizing profitable sales and achieving a 100% close ratio – you heard me right…100% close ratio of qualified customers.

The most important thing you can do to improve your sales closing performance is to master “trial closing” techniques. Trial closing achieves two critical things: