Best of Sales Sales Bloggers Union Where the top sales bloggers share their perspective How To Sell More To International Customers When selling to international customers you need great sales skills, but you also need to pay closer attention to a variety of things than you would normally. One of the particularities with international sales is that the international salespeople need to become skilled in multitasking.  They need to monitor a variety of different information sources on [...] Want To Sell More, Disqualify More! We all want to sell more.  Usually, the way we go about that is to get more opportunities into the pipeline, we prospect like crazy, qualify the customer, then invest our time in working with them, moving through their buying process and our sales cycle, until we close them.  It’s not a bad model, but too [...] So You Want To Sell More? It?s Easy! Don?t we all want to sell more, I know I do, I am sure you do, and good news is that you can.  Now you can do it the hard way, or you can do it the easy way.  Me I don?t like doing things the hard way, don?t get me wrong, I am not [...] What Is the Real Question Behind How Do You Sell More? Asking the right question starts the sales process and helps to achieve this goal of  How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked. Before traveling into the why, one important word in the first paragraph is “asking” [...] How to Sell More Without Even Trying Selling more to existing customers is one of the easiest way to increase your sales and bottom-line profits. The Disco Ball Theory I have the fortune of being on advisory teams for a number of technology firms in the San Francisco and Boston areas and I have a very distinct memory of when I learned the power of different perspectives. One of the companies I’m an advisor for is VendorRate.com – They take the risk out of buying [...] Different Perspectives: Is Sales Really About Getting to ?Yes?? Here’s a different perspective for you: I think that a successful sales career is based less on your ability to get people to say “Yes” and more on your ability to get to “No” faster and more often. Unless you want to be the kind manipulative salesperson that everyone loves to hate, you can’t really “get” [...] Whose Needs Do We Satisfy? I love working with sales people.  We’re focused, high energy, action, and results oriented.  Most of us are pretty good communicators, so it’s fun to talk to other sales people.  Whenever I get into a discussion with a group of sales people, one thing is really clear:  As sales people, we have a compelling need [...] How To Navigate Different Perspectives To Close International Sales Cross-cultural selling has unique challenges.  And selling to people in a culture that is not your own is never an easy task. International sales professionals rely on a series of different skills. One of the first cross-cultural skills you pick up in international sales is learning how to look for different perspectives other than your own. Wondering [...] Different Perspectives: How To Study Sales on the Internet The openness to ideas, especially ideas that you disagree with and that make you uncomfortable, is one of the foundations of mastery. Judge these different perspectives on their effectiveness in a single situation, knowing that there is no right and wrong. There is only effective and ineffective. [ Back ]

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