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‘Ghosting:’ Sales Reps, It Can Happen to You

Wed Aug 9, 2017

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You may have heard the term “ghosting” in relation to dating, but have you considered that it could also apply to the sales world? “Ghosting” describes when someone in a relationship suddenly stops communicating with the other person.

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What Sales Reps Should Do Every Monday Morning

Tue Aug 8, 2017

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How did your Monday morning go yesterday? Was it productive, or was it an unorganized attempt to catch up from the weekend? If it was the latter, you may want to rethink how you tackle Monday mornings.

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Is it satisfied customers you’re after? NO!

Mon Aug 7, 2017

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buy

I’m sick of customer satisfaction. The worst companies in the world tout the fact that they won some satisfaction award. It’s not just a bad joke. It’s a pathetic statement.

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The Customer Service Opportunity Behind When Things Go Wrong

Fri Aug 4, 2017

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Instead to viewing when things go wrong as just a problem and beating ourselves up about it, we need to see it as what it truly is: an opportunity.

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The Selling Skills Your Buyers Really Want to See

Thu Aug 3, 2017

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skills

Selling-skills training and books typically focus on accomplishing the sales goal: how to open the sale, close the sale, overcome the objection. It’s sales-focused. But what about the skills that buyers would like to see sellers exhibiting?

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Focus on THIS When Making a First Impression

Wed Aug 2, 2017

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When it comes down to it, the most important thing isn’t for others to see you as charming, outgoing, or funny–they must see you as likable. Your professionalism may impress, but if you aren’t likable, there’s a good chance that others won’t want to work with you later.

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Should You Offer A Price Discount?

Tue Aug 1, 2017

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SPIN

No matter how much you stress value, there will still be prospects who fixate on price. Requests for a “best price” can cause a rep to immediately discount the product or service–but that shouldn’t be the knee-jerk reaction.

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The last ten sales will show you the eleventh.

Mon Jul 31, 2017

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buy

Capture and repeat your success habits. Easy concept. So easy, it’s never used.

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Here’s What Happens When Salespeople Talk Too Much

Fri Jul 28, 2017

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As a salesperson, you may think that the more you talk the more likely you are to land a sale, but the average adult attention span is only about 12 minutes long. Here’s how you’re really coming off.

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