As your company develops new products and services it becomes important for your sales team to effectively cross-sell and upsell existing customers. Unfortunately, too many reps don’t understand the difference between a new business sale vs an existing customer sale and they apply the same process to each situation.
Silence is a wonderful tool in sales. It can be used effectively in almost every type of conversation regardless of where you are in the sales cycle. Of course, silence is not a new tool in the sales world.
Texting is an important part of a complex sales cycle. This is because sales is emotional--we’ve got humans spending money with other humans--and the more expensive a product, the more emotion is involved.