This Month's Webinar | Communicating with Style – Agily Navigate Communication Filters to Positively Influence Sales Results The ability to effectively communicate is perhaps the most important skill for sales and service professionals. Understanding how to communicate is key to your success. The mind is very much...
De-Clutter Your Territory – Make Contacts Count to Maximize Sales Efficiency Analyze and prioritize sales activities to increase market share, grow current accounts and develop new customers. It’s all about time. There’s only so much time in a day. To be successful in sales you need...
If you are too busy developing business in current accounts to find time for new business development, here are suggestions for balancing both. Work all "A" business the same whether current or potential. ...
Service From the Inside Out – Tap Into the Full Strength of Your Team to Create Unsurpassed Customer Loyalty A common thread in all outstanding organizations is that service starts on the inside. Most organizations strive for client and customer satisfaction, but what about the internal...
If salespeople focus strictly on product knowledge and sales techniques, they have a one in sixty four chance of connecting with the customer. There are four basic components of an effective sales skills equation. Take away any piece of the equation and you lose a...
This Month's Webinar | Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 5-18-2017 Sales is all about bringing the right insights to your clients and customers at the right time with the right perceived value – and that doesn’t happen by accident!...
Skepticism and doubt require proof. Make sure you are providing the right proof for the specific type of concern....
Consultative selling is somewhat of a well-timed dance. Dancers that are in-tune to each other seem to glide, anticipating every turn and movement. Ideally, customer interactions should feel the same way....
Are you losing too many sales to the competition or narrowly coming in second place? How to narrow that gap. ...
If you embrace consultative selling, or a similar approach, then defining what that means should encourage your people to embrace the word "sales" as well. Salespeople who use a consultative approach are collaborative and agile, adjusting to the needs of the customer and their specific...