Marco Giunta

How to increase sales

How to Increase Sales

Learn the techniques used by successful business

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Steps to Qualifying a Sales Opportunity

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Get More Quality Leads and Close More Sales

Everyone seems to have a different opinion on what really works in obtaining leads, and then nurturing those leads through what is often a painfully long sales process.  And today, even though we have so much more available to us in the way of information, what still matters most is that at the core of each sales process, is the art of relationship building.   

Try to get yourself in the head of your customers. Talk to them. Ask them what questions were going through their mind when they decided to start looking for a solution like yours. What is it that everyone in your audience or market needs or desires?

The human side of sales should never be underestimated, and needs to be managed throughout the entire process.  All of the technology that we have are extra tools that will help us, but mean nothing without the human interaction. 

Strategies for High Performance Sales

Here's a quote about sales that I have followed in my own career.

"I attribute my sales success to this – I never took or gave an excuse."

In sales, as in many other careers, as skilled and knowledgeable as we are about our services or products, we are always going to be the ones to drive the sale, or sell the idea, or convince someone that our company or our product is the best one for them.  

Everything that you consist of as a person – as a salesperson – the values you have- the determination and strengths that you have – are all going to come together to make up the final result of you.   

In sales, everything that you are made up of – every trait that you have will be utilized at some time during the sales process – which is why you cannot be "lacking" in any one of them.  You could be the smartest guy on your subject, but if you have a negative streak that goes far and wide, you are going to turn people off before they even get to hear what you have to say.  

If you are in sales, you need to be running like a high performance engine – with each part working in harmony with the other.  

If just one part is out of whack, it will effect the others in the blink of an eye.

 

Are You Qualifying Your Leads Properly?

Leads.

All salespeople want them, but not all salespeople know how to handle them properly. 

If you are going to succeed in sales today, you need to generate leads.  That's a no-brainer.  However, it doesn't end there.  Once you have these leads, you now need to be sure that you qualify them, or you will have a sales funnel full of false hopes.

The first step in a strong sales lead management process is effectively qualifying your leads.

You have a chance during those first meetings to really get to the core of your prospect's needs, so here's what you should be doing instead of just focusing on the "pitch"..Keeping the following questions in mind will help keep you on track, and ultimately prevent any dead end leads from clogging up your sales funnel..


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Marco Giunta

Sales Executive
A Sales Strategy and Business Development consultant with over 25 years of successful Senior Sales and Sales Management experience. Hard-charging leader for Fortune 500 clients Morgan Stanley, Staples, JPMC, MetLife, Goldman Sachs, JPMC, Bank of America, Wachovia, and Ross. Consistently earned top ranks in sales performance in every position by bringing revenues, profits and market share to new heights. Thrives on developing new business, revitalizing non-performing sales programs, and increasing company market share.

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