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Sales


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...

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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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You could possess the most talented sales team in the world, equipped with sales reps who know how to ask the right questions, overcome objections, negotiate effectively, and it will still do you no good if these reps don’t ask for the sale. by Colleen Francis This common error costs more sales than most sales leaders are willing to admit. Here’s the thing, you could possess the most talented sales team in the world, equipped with...

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Debunked: Lies About Selling


Posted By on Jun 12, 2017

The perception that sales and selling is bad is outdated. If you don’t like to sell, it means that you are doing it wrong. It means that you have not found a way to sell that feels good to you. It means that you have not discovered an approach that honors you and your prospective client. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. by Liz Wendling The biggest...

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For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before your mouth. by Nancy Bleeke It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. Although the “but” can come...

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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...

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