Posts tagged with: sales skills

There’s a point in every sales meeting when the wrap-up hits on the issue of whether or not there’s anythign more to talk about. When that moment arrives, I like to ask the prospect this question: To help me best...
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When I was a sales manager reviewing a sales forecast and later in my career a sales executive reviewing major opportunities with my management team, I’d focus discussion on the qualifying process of each opportunity. The reason is poorly qualified...
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Some of the lead generation cold calling you do results in speaking to an administrative assistant — a gatekeeper instructed to keep people who reach the principal to a minimum. Gatekeepers are effective at sounding encouraging, when in reality they’re...
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While the current business environment isn’t as great as we all wish (far from it) and there are plenty reasons to remain concerned, it’s a great opportunity to win new accounts and strengthen relationships with existing customers. The business environment...
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In school we’re taught it’s the answers we give that matter most – the fastest hand raised is most often praised as being the brightest and best. The objective is to give the correct answer as fast as possible. But...
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As odd as is may seem, the purpose of selling isn’t to pitch your product. In fact, your product is pretty much worthless, until you associate it with something worth buying. People want to purchase things that do things —...
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In school we’re taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you’re the smartest kid in the class. But is it the answers...
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“It’s a complicated offering and we really can’t get through it in less than an hour.” That’s what I was told by a start-up technology company I met with at the request of a friend. My friend, the majority investor...
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Rapport is important in sales, especially face-to-face sales. It’s been said time and again sales is about people and people buy from people they like. Without picking that thought apart, I agree it’s generally true. People buy from people and...
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You see this in youth sports all the time — players being coached on how to perform the activity correctly.  This is when coaches are focused on whether or not the player rounded the cone or how straight the line...
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