If you want to build strong relationships of trust and credibility between your company and your customers, develop in your salespeople the art and science of Diagnostic Business Development. However, if some people on your team are too hung up on traditional sales lore to change, it’s up to you to recognize who’s on life support and pull the plug. Sure, it’s difficult, but it’s the right thing to do to build a solid team of professionals.
Probably not something you’ll ever hear a sales prospect say, “Sorry I lied, but you made me.” But just because they don’t say it, doesn’t mean it’s not the truth. At our training company, we take very seriously the idea of ‘creating space’ with a customer. What we mean by that is the sales professional has a
Many salespeople are surprised when they contact a prospect who has been referred by one of their clients and the prospect isn’t interested in meeting with them. Most salespeople assume that if a client referred them to someone, the prospect will naturally meet with them based on their client’s recommendation. Unfortunately, that’s rarely the case.
The transition from sales rep to manager is one of the most complicated career transitions. Dave Brock explains why reps-turned-manager struggle.
Visit enough social networking sites, LinkedIn questions, and sales forums, and you will see questions like this: “What’s a killer question to ask a customer?” or “What’s a killer value proposition that will win?” or “What’s a killer close?” Someone is always looking for the “killer” approach, as if you can answer that independent of the
The first sale isn’t the end of the sales process but the beginning of the next sales cycle. What you do after you’ve made the first sale determines whether you get the next one or any referrals. Here’s a 7 step process to provide tangible demonstrations that the customer has made the right decision.
A little fun before the weekend starts. Enjoy this parody on the Tom Cruise movie “A few good men”. I think anyone who ever held a sales position, recalls having a conversation that went along these lines. It’s a few minutes long, make sure you watch it until the end! Have a great weekend!
Any one of these comments on their own will cause your audience to immediately shut down. Once that happens, you might as well forget aboutselling anything to anyone, at least in the immediate near future. Tony Cole lists his top 5 sales-busters.
In sales it seems everyone has bought in to the value of and the need to use questions in moving a sale forward. But questions like most things come in many shapes and sizes, and their success depends on more that just being asked. A question asked during a prospecting call may yield different results
I’ve become increasingly frustrated with the level of customer service that surrounds me today. You would think that in a down economy companies would be doing everything they can to win the loyalty of their customer. Think again. Tim Wackel provides 3 simple customer service tips you can use today.
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