by John Graham
When selling, most of our focus is usually on storytelling: We know we have the best solutions and it is important for us to tell our story in the most persuasive way. Or is it? Sure, we all ask some questions to qualify and to learn necessary facts like budget and decision timeline. But most of us don’t ask enough questions that fully engage our prospect and lead to uncovering needs we never would have otherwise known.
by Deb Calvert
What motivates sales representatives to achieve top performance? Many would answer “Money.” But is that all there is to sales motivation? That would be like saying “All customers buy on price.” Sure, making a nice income is important, but you need to understand the many other factors that motivate each rep to achieve their best.
by Bill Cates
In the long run, a skilled salesperson generates far more business from existing customers than from new prospects. Highly satisfied customers lead to years of repeat orders, upsells, cross-sells, and referrals – all resulting from delivering what is promised plus great customer service. But the INTENT to give great customer service is not enough.
by Art Sobczak
Of all the technologies now available to use in selling, the telephone remains the most valuable tool. When used well by salespeople, a phone call is engaging and instantly interactive. The downside of telephone calling, though, is that calls can drag on too long, becoming a big time-waster. Get more bang from your telephone selling time by trying these telephone time management ideas.
