Close X

Building Customer Relationships


Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. by Colleen Stanley Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a...

Read More

How to Save a Sales Call!


Posted By on Jun 28, 2017

After a great launch, the next step is the interview step to discover the customer’s before and after state, along with the risk and rewards to take any action to gain the after state. Often reps ‘hear’ something early in the conversation as the customer is describing their before and after state and bam… they move right to solution. by Alice Kemper Anxiety sets in as soon as a sales call isn’t going the way the rep expects. The rep’s...

Read More

When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success.This attitude toward prospecting calls is why so many new business development reps and appointment setters fail. They give up too soon. by Kendra Lee Today I was working with a client setting KPIs (key...

Read More

There’s a fine line between providing a prospect with information that will peak their interest and giving out vital information that they could potentially run with on their own. Giving away too much results in contacts having little interest or need to follow up. And that results in – you guessed it – total silence. by Kendra Lee One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting....

Read More

As I was lamenting this situation and the impact on my overall business to a former mentor, he told me that I broke one of the biggest rules in selling…“Never let a buyer pay you in compliments or promises.” I had fallen prey to both. by Nancy Bleeke I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t...

Read More

When you find yourself getting emotionally charged during a sales conversation, it’s because of the story you are telling yourself about the prospect. by Colleen Stanley Emotion management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has asked, “Did I really say that?” or “Why didn’t I say that?” The salesperson has just experienced the knowing-and-doing gap. They know what to say, but...

Read More