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Communication


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...

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For those who have inquired and want to improve the range of questions they are asking, here are four types of selling questions that you may not be using routinely. Each of these is highly effective in yielding information about the buyer’s needs and will also provide insight into how and why they buy. by Deb Calvert and People First Productivity Solutions In a recent blog post, we challenged sellers to think about the questions they...

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Planning and practicing are key elements for success…If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales. by Marylou Tyler E-mail replies are showing up in your in-box. They’re in your targeted accounts. Or, you mapped into your target account, found-the-right-person and are working on scheduling your initial meeting. Or you...

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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....

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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...

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Words are mighty and the key to our success in communication, leading, and coaching our team. Even our seemingly little words can have a huge impact. by Nancy Bleeke Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say … and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that...

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