Tag Archive | "B2B salespeople"
How to Turn a Loss into Something Positive
I found out last Friday that I lost a deal. It is hard enough to admit to myself yet the world that I was not successful in this process. I truly worked hard. I presented myself and service to the best I was able to do. Yet in the end, I came in second. In a way I won over several others just not the one who landed the business. What now? Do I wallow in despair? Allow negative thoughts to take over? Bad mouth the decision maker or competitor? No, I will write a thank you note to the decision maker today, express my appreciation for their consideration and wish them well. This simple act is more for me than for them.
Continue reading...How to Create Enticing Voice Mail Messages
Tuesday, August 10, 2010
Leaving enticing messages takes thought and preparation. Learning how to leave enticing voice mail messages is imperative to building business and has a greater chance of getting a response. These strategies will help you stand out from the crowd.
Continue reading...Identifying Behavioral Styles
Thursday, August 5, 2010
This skill is fundamental to incorporating behavioral styles into your sales process. Combine the GRID with the lists of traits in previous posts and you are on your way to understanding how others perceive the world around them.
Continue reading...Questions are the Seeds to Success
Wednesday, July 28, 2010
I want to share my joy in the process of uncovering information. Questions are the core of qualifying. What begins as a mystery unfolds to become the known. When done well, there is a wonderful back and forth that engages the prospect/client and provides me with information. All the while building a relationship and rapport.
Continue reading...Sales Took Kit – Your Thoughts
Sunday, July 18, 2010
Sell by Caring is a forum for sales professionals to share tips and ideas to increase our sales, better serve our clients and help us be more effective. This page is for comments on the Sales Tool Kit as well as tips in addition to those in the Kit.
Continue reading...Listening – an Essential Skill
Tuesday, July 13, 2010
Sales isn’t about talking, it is about listening. Relationship and consultative are used in connection with sales. To build a relationship or be a consultant one must learn about the other person and their business. It takes asking thoughtful questions and listening to the response. So I am starting the communication series with listening, an essential skill for success in our profession.
Continue reading...Less Than Perfect
Friday, June 18, 2010
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...Traits of the Director or High D
Sunday, June 13, 2010
In the GRID we identified people by whether they were task or relationship focused and if they were direct or indirect. Each quadrant identifies a personality style: Director, Interactive, Steady or Cautious. This is the first of a series listing the traits of each style. After the traits the next step is to learn to identify each style culminating with improving communications with each style. The next 12 posts under behavioral styles will give you the basics to identify and understand each style. You will learn that we do not all see the world from the same perspective. This knowledge will help you to adjust how you interact with each prospect / client. Understanding styles has enabled me to increase my sales through improved communications. And really enjoy what I do!
Continue reading...Relationship or Transactional – Your Choice
Tuesday, June 8, 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...Selling from our Strengths
Wednesday, June 2, 2010
We are all different – personality, behaviors, experience, skills, tolerance. Each of us has a varied mixture and the result is a unique individual. It is my experience that doing an assessment of my personal strengths and style has helped me to communicate more effectively with prospects/clients.
Continue reading...
- Elevator Speech – or “Kill the Elevator Speech”?
- Self Talk - Turning a Negative into a Positive
- Selling Authentically
- Listening and the 80/20 Rule
- 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
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- sellbycaring: Linda, listening to others is a great way to learn...
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Tuesday, November 23, 2010
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