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Best Practices

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. ...

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...

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....

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...

Much like the days of starting with the “product pitch” are long gone, so are the days of starting client conversations with a firing line of questions. Yet, it happens every day. Well-intentioned salespeople use a myriad of questions to uncover needs designed so they...