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Author: Brandon Byrge

How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 3)

Know Your Product and How to Sell It: Hand in Hand With Knowledge and Success In the previous blog articles in this series (Part I and Part II), I have pointed out four common reasons why sales professionals lose sales. From what I have seen in the industry, the final reason why sales professionals lose sales is: Reason #5: Often, sales reps lack the proper skills and knowledge required to get sales. Skills and knowledge are vital to your success as a Sales Rep and fortunately these are both completely in your control! Some simple steps that make a big difference are: Know your product well Know how to sell your product well When I first interviewed at InsideSales.com for a sales position, the CEO & co-Founder, Dave Elkington, told me that to effectively fulfill all of my responsibilities with his company I needed to know every aspect of the product that I was selling in order to be successful. Dave wasn’t kidding. I would spend anywhere between one and two hours a night after work reviewing all the different aspects and technologies our product addressed. My friends and family would often ask why I would dedicate so much time to my company after hours especially since I wasn’t getting paid. What they didn’t understand was that while I may not have been paid for the hours I spent...

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How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 2)

The Importance of Contact Time and How to Close a Deal In continuing with the theme (from a previous  blog) of common mistakes sales reps make that result in lost sales, here are 2 more examples of common mistakes and how to avoid them.  Reason #3: The sales rep is probably not asking for the sale enough times. I had the unique opportunity to receive some of my initial sales training from a sales industry leader at the time, Robert F. Fillmore. On one occasion, I was able to spend an invaluable hour with Mr. Fillmore. His advice to me would prove to be more valuable than anything I ever learned in school, sales training, or any seminar. During the course of our meeting, Mr. Fillmore shared about a dozen items that have greatly impacted my skill set. Here’s one of them: He asked me how many times had I attempted to close a deal before I moved on to another prospect. Trying to impress him I said, “Oh, at least twice, definitely.” Apparently that wasn’t the answer he was looking for. He immediately started laughing, put his fork down on his plate, looked me directly in the eye and said, “If I was to share something with you that would more than double your income this year would you promise to do it?” Obviously, I said, “Yes!” Be...

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How to Avoid Losing a Sale: 5 Common Inside Sales Mistakes (Part 1)

As a sales professional for over 15 years, I’ve seen a number of reasons why sales reps lose easy sales! Whether you’re a rookie in the profession or a veteran, every sales rep should review these tips to ensure you aren’t missing any easy sales. Reason #1: The main reason why a sales rep loses a sale is simply because they don’t ask for the sale. I’ve worked with different companies, across different industries, selling everything from shelving space in grocery stores, to communication devices, real estate, loans, websites, and professional services. The number 1 reason I have seen sales reps lose a sale is simple: They don’t ask for it! Over and over again, I have seen very talented sales professionals who are able to: Smoothly work their way past gatekeepers and get to the decision makers Skillfully introduce themselves and their product/service Masterfully pitch their product demonstrating its value to that prospects specific need Tactfully guide their prospect through any and all objections, removing all barriers that stand in the way of the sale Then what? They are missing the most important step, the close. If you are not sure how to close I would highly recommended inviting the top revenue producing sales rep in your office to lunch (your treat) and have a list of questions prepared to ask them. Learn from the best! Ask them...

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