Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for
In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is
By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t
There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses
Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a
Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship
When prospecting, sometimes the idea of making even one more cold call ranks below a root canal. We’ve all been there. But being there and
Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where
It’s the single most important concept to grasp to succeed in selling: Value is a moving target. Value is never the same from one buyer
Sellers used to deliver on their buyer’s priority value. If a buyer preferred “made in the USA,” the seller offered products manufactured in America. As
Are you salesperson looking for tips and techniques to increase your sales from establiched experts? Or perhaps you are a sales trainer.
