19 August 2010
This is a guest post by Jill Konrath Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, “Local Firm Acquires eBusiness.” “Very interesting,” I thought. The company, an international manufacturer, was not in my targeted market segment — but this [...]
Posted in Closing Techniques, Featured, Follow Up's, Goals and Targets, Presentations, Prospecting, Rapport and Trust, Telesales Scripts, Vocal Skills0 Comments
11 August 2010
This is a guest post by Paul Archer. Here’s a tale that many parents will relate to and gives some thought to help next sales meeting. It was rush hour and I was travelling on a packed intercity train and in the opposite seat was a young couple with a toddler who was causing all sorts of [...]
Posted in Customer Service, Featured, For Managers, Goals and Targets, Listening Skills, Opening Statements, Prospecting, Rapport and Trust, Self Management, Telesales Scripts, Vocal Skills0 Comments
04 August 2010
This is a guest post by Karen Andrews. Believe it or not, the best way to make sales is not to talk about how wonderful a product or service is or how great the features are because your prospects and your customers simply aren’t interested. If you really want to be a successful and professional salesperson the [...]
Posted in Closing Techniques, Customer Service, Featured, Gatekeepers, Lead Management, Listening Skills, Objection Handling, Opening Statements, Presentations, Rapport and Trust, Self Management0 Comments
02 August 2010
This is a guest post by Jill Konrath When I was growing up, the folk rock trio of Peter, Paul & Mary sang an anti-war protest song called, “Where Have All the Flowers Gone?” It’s funny how after all these years that this tune came roaring back to me as I was thinking about disappearing prospects. Don’t [...]
Posted in Customer Service, Featured, Follow Up's, Goals and Targets, Listening Skills, Opening Statements, Presentations, Prospecting, Self Management, Telesales Scripts, Vocal Skills0 Comments
26 July 2010
This is a guest post by Paul Archer If you’re like most sales people at the moment you might be having to work much harder to get the business in to achieve your targets. There are more steps now to sales, longer processes and additional people to see to reach the results we want. As a result [...]
Posted in Customer Service, Featured, Goals and Targets, Presentations, Prospecting, Self Management, Voicemail and Email0 Comments
19 July 2010
This is a guest post by Jill Konrath I was recently asked, “If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?” Good question! It really got me thinking. There are so many things I’d like to tell a new seller. But what are the most [...]
Posted in Customer Service, Follow Up's, Goals and Targets, Lead Management, Listening Skills, Opening Statements, Presentations, Prospecting, Self Management, Telesales Scripts, Vocal Skills0 Comments
14 July 2010
This is a guest post by Paul Archer. On holiday in France last year we spent many an evening in the local cafes sucking up the atmosphere enjoying everything that is France. Next to us on one evening was a charming British couple and, as you do, we got chatting. The chap talked about life back [...]
Posted in Customer Service, Featured, Goals and Targets, Listening Skills, Opening Statements, Presentations, Prospecting, Rapport and Trust, Self Management, Vocal Skills1 Comment
05 July 2010
This is a guest post by Jill Konrath As sellers, we’re continually told to sell value and to let our prospects know about all of our value-added services. After all, that’s how we’re going to win the sales. Right? Not necessarily. Value is relative. It’s in the eye of the beholder. So much depends on how the [...]
Posted in Customer Service, Featured, For Managers, Gatekeepers, Goals and Targets, Listening Skills, Opening Statements, Presentations, Prospecting, Rapport and Trust, Self Management, Vocal Skills2 Comments
29 June 2010
This is a guest post by Paul Archer Everyone knows that in selling or coaching, it’s extremely dangerous to make assumptions about your customer or the person you’re coaching. It’s one of those principles that.s drummed into sales people on day one of their induction sales training. But we’re all guilty of making assumptions from time [...]
Posted in Customer Service, Featured, For Managers, Gatekeepers, Objection Handling, Presentations, Prospecting, Self Management, Telesales Scripts, Vocal Skills1 Comment
24 June 2010
This is a guest post by Jill Konrath What are the main issues you face when you target new vertical markets where you don’t have any experience in that area. Also, how do you overcome these problems? I get asked those questions frequently. But usually it’s after the decision has already been made and the poor salespeople [...]
Posted in Customer Service, Featured, Goals and Targets, Lead Management, Objection Handling, Presentations, Prospecting, Self Management, Telesales Scripts, Vocal Skills1 Comment
