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Less Than Perfect
Let’s face it as perfect as we would like our business relationships to be sometimes there are rough waters. How we tread and recover will impact our future with the prospect or client.
Continue reading...Relationship or Transactional – Your Choice
8. June 2010
Both transactional and relationship / consultative selling have a purpose and can be used effectively by all sales pros. Next time you meet with a prospect / client evaluate the situation and think about which method will be most effective. Transitional will: Save you both (you and the prospect / client) time Be direct and to the point Allow you to make more connections Relationship / consultative will: Develop a bond with the prospect / client Engage your product knowledge in greater depth Cultivate a long term relationship
Continue reading...The Art of Qualifying
18. May 2010
Qualifying is the heart of the sales process. Improve your qualifying skills and your sales will increase.
Continue reading...Listening and the 80/20 Rule
14. May 2010
Brian Tracy (author of over 45 books including the Power of Achievement) had a blog post yesterday on “Listening Builds Self-Esteem”. He points out that it builds the customer’s self esteem. Tracy quotes that “rapt attention is the highest form of flattery”. Get where I am going with this? We hear it often yet [...]
Continue reading...Just Say No!
6. May 2010
C.J. Hayden is the author of Get Clients Now! I read her book several years ago and gleaned some valuable information from its pages. She wrote an article Want More Clients? Just Say No! This is an important lesson to learn although it seems counter intuitive.
Continue reading...Sales Skill Inventory
4. May 2010
Taking inventory of our sales skills and traits is important yet something we don’t often do. This tool combined with follow up work will help you to be more successful and in tune with your clients.
Continue reading...Self Talk – Turning a Negative into a Positive
29. April 2010
Is there anyone who does not have a little internal voice telling them what they cannot do or how they are not good enough? In coaching it is often referred to as a Gremlin. One friend calls hers the Drunken Monkey. Whatever the name this pesky voice frequently holds us back and limits our possibilities. [...]
Continue reading...Elevator Speech – or “Kill the Elevator Speech”?
28. April 2010
Better than a 30 second commercial
Continue reading...Sales Tips – The First Call
23. April 2010
To get started I thought it would be helpful to share my views on some basic sales skills. It seems appropriate to begin with the first call. The first call – some tips to help get started and make it effective Have an objective for the call: are you starting to build a relationship, do [...]
Continue reading...
- 5 Surprisingly Simple Steps to Improve Sales Performance
- Take Giving to the Next Level
- Communications - a Series
- How To Use The 80/20 Rule In Sales And Increase Your Effectiveness
- sellbycaring: Yummy, I'd like to be one of your clients! What a...
- Sandy Gregg: Baking at the holidays is always fun. I'll bake a...
- sellbycaring: Sandy, so glad you found the post helpful. Than...
- Sandy Gregg: Claudia, This makes so much sense. Sometimes we t...
- sellbycaring: Linda, listening to others is a great way to learn...
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18. June 2010
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