by Deb Calvert | Jun 28, 2019 | Prospecting, Sales
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 following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will...
by Deb Calvert | Jun 7, 2019 | Sales
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 confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will...
by Deb Calvert | May 17, 2019 | Sales
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 plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party...
by Deb Calvert | Apr 26, 2019 | Sales
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 on a fundamental first step that most sellers forget when responding to an objection. Unless you take this critical step, no...
by Deb Calvert | Apr 5, 2019 | Sales
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 logical progression from opening the sale all the way through to closing the sale. Having a sales...
