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The Keys to Successful Telesales

Fri Oct 20, 2017

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When people hear telesales, they often associate it with negative qualities such as pushiness, inconsiderateness, rudeness, and just altogether tiresome. Here’s how to break the mold.

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Conversation is Not A Competitive Sport

Thu Oct 19, 2017

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The past few months I’ve been engaged in an ongoing dispute over something very important. In this protracted negotiation, one of the things that bothers me most is that the other party seems to think that conversation is a competitive sport. The very same thing happens all too often in sales.

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The Key to Building “Magical” Rapport

Wed Oct 18, 2017

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There are salespeople who easily build rapport with others. Conversely, there are reps who have a more difficult time doing so. Regardless of comfort level, reps must make the effort to network.

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How Much Pre-Call Research Is Just Right?

Tue Oct 17, 2017

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How much pre-call research should sales reps do? That’s a question that has many answers depending on whom you ask. Some reps invest a lot of time in researching whom they will be calling, while others just pick up the phone.

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How Long Does It Take? Am I There Yet?

Mon Oct 16, 2017

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objection

People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”

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Challenging What You Think You Know to Succeed in CX

Fri Oct 13, 2017

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The problem with attempting to improve the customer service we give is that we overlook the fact that successful change is accompanied by a new mindset.

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Hot Tips To Break Your Routine and Close More Deals

Thu Oct 12, 2017

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routine

It’s not just you. The sales world is more competitive than it’s ever been. Technology has made it possible for clients and prospects to know all about you before you reach out to them.

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Is Offering Choices a Bad Sales Strategy?

Wed Oct 11, 2017

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If you think giving prospects a variety of choices is a good idea, you may want to think again. Rather than simply showing diplomacy and earning trust, offering choices can actually cut into your revenue.

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Reasons Prospects Don’t Trust Sales Reps

Tue Oct 10, 2017

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There are many reasons why a prospect doesn’t trust you. And without trust, it’s very likely that the prospect isn’t going to invest her time or money in what you’re selling.

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