7 Common Mistakes That Kill a Sale

Don’t send proposals or use the word ‘contract’ and other surprising missteps. February 18, 2020 6 min read Opinions expressed by Entrepreneur contributors are their own. This article was written by Dan Lok, founder and CEO of Closers.com and Copywriters.com, and an Advisor in The Oracles. Picture this: you get to choose the clients you work with. Instead of being turned down by prospects, you’re the one turning them away. If this sounds too good to be true, you might be one of the many entrepreneurs who believe rejection is part of the game — but it doesn’t have to be. Most salespeople hear “no” more than “yes” because they make several of these critical but common mistakes. Avoid them, and you’ll be the one calling the shots. 1. Having a sales mindset This may seem counterintuitive, but don’t approach your prospect as a salesperson. Approach them as a solutions […]

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How Holly Parker Used the Power of Empathy to Sell Billions in Real Estate

One of Manhattan’s chief closers built her real estate kingdom by personally investing in each client. December 23, 2019 8 min read Opinions expressed by Entrepreneur contributors are their own. In early 2017, Holly Parker sat with a daunting list before her. On it were dozens of names she had to call with terrible news: a slump in the New York City real estate market had gutted their investments. She had long-standing relationships with these clients; some felt like family, and all were important. While many business leaders could have panicked or shrunk from the task, Parker picked up the phone. Relying on years of experience turning setbacks into triumphs and leading people through life-changing choices, she dialed. “Hi, it’s Holly …”  Parker’s personal investment in each of her clients is her “it” factor, the very thing that has made her a leading luxury real estate closer and one of […]

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This Course Will Show You How to Triple Your Sales

Learn expert sales techniques for just $11.99. October 28, 2019 1 min read Disclosure: Our goal is to feature products and services that we think you’ll find interesting and useful. If you purchase them, Entrepreneur may get a small share of the revenue from the sale from our commerce partners. “Always. Be. Closing.” That’s an interesting piece of sales advice from Glengarry Glen Ross but, unless you prefer to learn everything from movies, you can do a whole lot better. Sure, closing is key but that’s just the tip of the iceberg. In this Sales Skills Mastery Course, you can gain a more comprehensive understanding of the sales process and learn tips and tricks to make more sales. Taking elements from the salesmanship schools of thought of Jordan Belfort, Brian Tracy, Grant Cardone, Jeb Blount, and Mike Brooks, this course distills a wide variety of expert opinion into an ironclad […]

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Tips and Tools for Better Managing Lead Flow and Converting Sales

Attend this free webinar to learn from seasoned sales professionals how to maneuver the deluge of information and turn sales teams into a competitive advantage. October 4, 2019 2 min read Do you wish your sales team could spend less time managing leads and analyzing data to spend more time… actually selling? This is a problem that plagues many companies – having more information doesn’t necessarily mean they have the right information. The good news: We have the real-world insights to help you manage the process smarter and grow your business right. Join us for a free webinar called Tips and Tools for Better Managing Lead Flow and Converting Sales, presented by Dun & Bradstreet and produced by Entrepreneur. This webinar will be moderated by entrepreneur, business consultant, and author Peter Gasca, who will facilitate an insightful conversation with seasoned sales professionals who have learned to maneuver the deluge of information and turn their sales teams […]

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Want to Make a Deal? Stop Selling and Start Connecting.

August 29, 2019 4 min read This story appears in the September 2019 issue of Entrepreneur. Subscribe » ABC. Always be closing.” Everyone in sales has heard that line. The rest of the world probably knows it from the 1992 film Glengarry Glen Ross, where Alec Baldwin’s character treats it as gospel. It’s taken as truth in the sales world. But here’s the thing: It’s completely wrong.  In fact, the “always be closing” approach to sales is the enemy of persuasion. It may have worked in the past, but today’s low-trust world demands an entirely different approach.  Related: The Unexpected Philosophy That Led Me to My Biggest Closed Deals Ever The basic presumption behind that infamous saying is that everything a person says or does in the course of persuading someone should be aimed purely at getting to yes. It’s about aggressively pushing your audience to make the decision you want […]

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The 10-Step Checklist of Making a Sale

Want to start selling more? Start by making sure people actually want your offering. July 8, 2019 2 min read Opinions expressed by Entrepreneur contributors are their own. If you’re looking to increase your sales, Entrepreneur Network partner Brian Tracy describes 10 requirements to closing a sale.  First off, make sure that your product or service is desirable. Before you even try to make a sale, make sure that your customer is interested in what you are offering. This demonstrates that you are already on the right path and have a lower risk of turning off your customer by trying to sell them something they do not need.  Next, work to earn consumer trust in your business and yourself. Try to prove that your company and sales offering is reliable and dependable — if a customer does not see merit in your business and offering, your sales process will be an uphill battle.  […]

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3 Ways You Can Increase Sales Without ‘Selling’

Forget the stereotypes. These counterintuitive approaches really work. May 30, 2019 7 min read Opinions expressed by Entrepreneur contributors are their own. Why does the negative stereotype of a salesperson — and “selling” as a profession — persist in our culture?  Related: 7 Bulletproof Strategies to Increase Sales and Make More Money The simple answer is, we don’t trust salespeople. We love buying things, but we hate being sold to!  When was the last time you met a salesperson who you truly believed was putting your needs ahead of his or her own financial interest?   As an entrepreneur, you may see a serious dilemma here. To be successful, you have to constantly sell: to customers, investors, strategic partners, employees and new hires. En route, you must figure out how to help each of these constituents embrace your vision, products and business model — but not come across as “sales-y” in the process. Do […]

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The Voice of Authority? When the Salesperson Was the Expert

In the old days, salespeople were the experts we relied on to educate us about products and services. In a world where we didn’t have the ability to go online to conduct independent research, buyers were at the mercy of sellers. Of course, that’s not true anymore. Yet many sales managers still run their teams as if it is. Related posts: 8 Keys to Coming Off as the Expert in Whatever You Sell The Salesperson Expert versus the Web-Educated Buyer How To Seal The Deal By Understanding The 3 Phases Of The Customer Buying Cycle A New Domain Authority Is Coming Soon: What’s Changing, When, & Why To Be a Better Salesperson, Master Your Ego and Bend Time 5 Easy Ways to Transform Your Website into a Standout Salesperson Expert Witnesses Find New Business By Newsjacking How Do I Improve My Domain Authority (DA)?

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Improve Your Salesmanship and Grow Your Business

The ‘Business Development & Sales Bundle’ covers the building blocks you’ll need to build a sustainable, profitable company. April 12, 2019 3 min read Disclosure: Our goal is to feature products and services that we think you’ll find interesting and useful. If you purchase them, Entrepreneur may get a small share of the revenue from the sale from our commerce partners. Sales and business development are often treated like two separate things, but in reality, they’re intertwined — and mastering both is the key to making your dream company a reality. Without the cash from your sales, you can’t buy the tools you want or pay the team you need to develop your business. If you’re more familiar with sales than business development, or vice versa, you might not know where to turn when you need to learn about the other side of the coin. That’s where The Business Development […]

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8 Highly Successful Entrepreneurs Share Their Best Advice for Getting Customers to Buy Your Product–No Matter What It Costs

Bulletproof founder Dave Asprey and others on how to convince customers your price is worth it. April 11, 2019 8 min read Opinions expressed by Entrepreneur contributors are their own. Price is one of the most crucial considerations in any business, and it’s important to charge what you’re worth. We asked these master salespeople, including Bulletproof founder Dave Asprey and Advisors in The Oracles, how to convince customers your price is worth it — especially when you charge a premium. 1. Offer a quality product and let the market work. Dan Asprey Image credit: The Oracles There isn’t a secret formula to convincing customers of your worth. Price is marked by your costs and what the customer is willing to pay, with margin to support a scalable model. Offer educational, honest information that a shopper would want. Don’t water it down. Let the market work for you, knowing you have […]

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Your Employees Will Work Harder If You Give Them This One Thing (and It’s Not More Money)

Your employees want more than just an impressive salary. March 21, 2019 1 min read Opinions expressed by Entrepreneur contributors are their own. In this video, Enterpreneur Network partner Mike Phillips talks about one of his most trusted tactics: asking why your customers and employees do something. Phillips points out that it’s not always about the money. Instead, instilling a sense of purpose in your people can trump all other causes. Purpose will bring your staff joy and happiness, which are both terrific motivators.  Click the video to hear more from Mike Phillips. Related: This Simple Acronym Will Help You Foster Effective Team-Building Skills Watch more videos on Lead the Team’s YouTube Channel. Entrepreneur Network is a premium video network providing entertainment, education and inspiration from successful entrepreneurs and thought leaders. We provide expertise and opportunities to accelerate brand growth and effectively monetize video and audio content distributed across all digital platforms for the business genre. EN is partnered with […]

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The 5 Biggest Opportunities for B2B Sales Growth in 2019

Data-backed strategies are likely to have the greatest impact on your success. January 8, 2019 6 min read Opinions expressed by Entrepreneur contributors are their own. There are many ways to drive sales growth — from planning and sales-skills training to sales enablement and operations. With numerous options, it’s hard to know which strategies are likely to have the greatest impact on your specific business’ success. Each sales organization is unique. My company, RAIN Group, looks for commonalities and trends that business owners can use to advance their goals. Our Center for Sales Research uncovered five of the biggest opportunities for B2B sales growth in 2019, backed by data gathered from surveys, benchmark reports, white papers, research briefs, articles and best-selling books.  1. Embrace value selling. Many industries have experienced a massive shift from transaction-based selling to value-based selling. Up until the last few years, many companies’ brands and individual sellers’ relationships were enough to sustain and grow […]

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This Is the Most Profitable Way to Sell Your Online Courses

Eric Siu sits down with Joel Erway from Experts Unleashed to talk about the right approach to attract customers to your classes. December 13, 2018 2 min read Opinions expressed by Entrepreneur contributors are their own. In this video, Entrepreneur Network partner Eric Siu talks with Joel Erway about how he made eight figures from selling online courses. The marketing pro talks about how his approach includes building scalable, expert-based businesses.  Erway describes how business owners often approach him and ask if it is possible to build a business around a single course. The answer is “yes,” but you must think strategically about what you are offering and at what point you want to offer it. Erway notes that many educators and course organizers price their programming at an extremely affordable level (sometimes, as Siu mentions, as low as $10 per course). In his approach to helping these creators, Erway emphasizes to his […]

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This Shocking Mutual Fund Secret Increased My Sales. Here’s How.

If you’re basing your sales strategies on this principle, you might not get the desired results. Opinions expressed by Entrepreneur contributors are their own. If you’re like most people, you might have investments in a mutual fund. It could be a direct contribution or indirect like a 401(k). But, here’s something you might not know: When mutual funds boast of “excellent returns” on investments, they don’t tell the whole story. When they tout how their funds are outperforming the market, they leave out certain facts. Related: Lead a Winning Sales Team With Counterintuitive Thinking For example, mutual funds often exclude their “deceased” funds. These are funds they started several years ago, but no longer exist. The attrition could be because of liquidation, mergers, poor investment strategy or management. So, an investment company could have 100 mutual funds in a 10-year period, and after five years, only 40 of the funds exist. But, when the company touts its “excellent […]

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Ditch the Sales Script and Do This Instead

Sales frameworks are a key stepping stone to building better relationships with customers. November 16, 2018 7 min read Opinions expressed by Entrepreneur contributors are their own. We’ve all been there: Your phone rings. You pick it up. Before you even utter “Hello?” you’re bombarded with a pitch. “It’s your lucky day, because … ” You’re hearing about a special discount. The person on the other end is talking fast and with confidence, but you can tell he has no interest whatsoever in what you actually need. Related: 7 Key Selling Habits All Sales Professionals Must Develop Perhaps you ask a question. Suddenly the call feels even more stilted, because the answer you’re given has nothing to do with what you actually asked. Maybe this person does have something of value to bring to your business. But, it’s painfully clear that you were just the next faceless name on a list of […]

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Grow Your Business Through Sales and Marketing Alignment

Aligning your sales and marketing teams isn’t an easy endeavor, but it’s one that can have profound and lasting benefits. November 16, 2018 8 min read This story originally appeared on Due Whether you’re an entrepreneur just starting out or you’ve been leading a business for a while, you understand that sales is key to growth. You don’t have to have all the answers to everything before you start your business, but if you can consistently close sales, you can buy yourself time to figure everything else out and scale for the future. To do this, your sales reps probably rely on a variety of tools and productivity hacks to help them get more done. But, if you’re not also using content marketing to help, you’re missing out on a major opportunity. In fact, the right content can enable every member of your sales team to spend more time selling and less time answering […]

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Join Me In Panama At The Nature of Business Executive Program 2019

Back in 2011, I visited Panama for the first time and it was a life changing adventure. Since then, I’ve been back every year. Not only that, I invested in an eco-preserve in order to protect over 10,000 acres of rainforest and I co-founded Geoversity and its annual conference called The Nature of Business. We’re hard at work planning the next installment of this annual conference and this is your opportunity to be first in line for consideration to join us as one of just a few dozen global leaders in Panama February 5 – 10, 2019. Related posts: Isn’t It Time to Be Your Own Boss? These Women-Founded Companies Want You to Join the Movement. How This HR Technology Executive and Champion for Disadvantaged Teens Through Her Disruptive Actions How Much I Made with The ClickFunnels Affiliate Program How a Top Bank Executive Left Finance to Start an Adventure […]

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To Be a Better Salesperson, Master Your Ego and Bend Time

Our perception of self and our perception of time can undermine or aid our success. May 25, 2018 5 min read In the early ’90s, my first job out of law school had me selling legal research at Westlaw, where I was trained by Mike Bosworth, a solutions selling expert. He taught me that a good salesperson needs to have two important characteristics: empathy and ego. Related: 7 Key Selling Habits All Sales Professionals Must Develop I believe that this approach is outdated, as ego and empathy are related in my view, and this formula certainly needs to be upgraded. There’s another important factor to be added that Bosworth did not consider when it comes to achievement in business: time. There are two things that often get in our way when it comes to sales, business, or life: our perception of self (our ego) and our perception of time. Leggo […]

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Most Salespeople’s LinkedIn Profiles Are Terrible. Here’s How To Improve.

These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Related posts: 4 Reasons LinkedIn Has Become Indispensable to Business Leaders 5 Ways to Turn Your LinkedIn Connections Into Paying Clients in 2019 These Are the Industries With the Best and Worst LinkedIn Profile Pictures (Infographic) How the ‘LinkedIn on Steroids’ Sales Navigator App Could Send Your Sales Through the Roof The Voice of Authority? When the Salesperson Was the Expert 5 Ways to Optimize and Accelerate Your LinkedIn Company Page in 2019 Despite a Decline in College Recruiters Viewing Social Media Profiles, You Are Still Missing Out On Chances By Hiding Yourself Why Your Salespeople Need to Spend Time in Customer Service

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3 Sales Meeting Mistakes You Don’t Know You’re Making

May 7, 2018 5 min read Opinions expressed by Entrepreneur contributors are their own. Running effective sales meetings doesn’t come naturally to me. Over time, I’ve learned how to structure them in a way that takes advantage of my introverted nature and my natural awkwardness. But, if you’re still trying to find your own path, you’ll enjoy learning from the conversation I had recently with Jill Konrath. Related: SalesLoft Grew Its Revenue by 1,750 Percent Using Outbound Sales. You Can, Too. Konrath is an international sales speaker who was named one of the most influential sales experts of the 21st century by LinkedIn (where she currently has more than 350,000 followers). She’s also the author of four best-selling books — More Sales, Less Time; Agile Selling; SNAP Selling; and Selling to Big Companies — and she’s worked with companies like GE, Microsoft, IBM and Staples. Konrath has also been doing a lot of work recently […]

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