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Sales Training & Leadership Development |
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Article CategorySubscribe |
Sales Articles Sales ProspectingApril 14, 2008
Qualifying Questions Lead To Quality SalesYou’ve been making sales calls all day, leaving countless voicemails — and finally you reach a real live person! Thirty seconds after your conversation starts, she says, “I have t... Read Article.
February 03, 2008
Get The Stuck Sale MovingFence sitters can take up inordinate amounts of a salesperson’s time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or figure out whether it’s time to move on. Read Article.
December 20, 2007
Theres A First Time For Everything: How To Handle That First Client MeetingYou’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression—but what&rsquo... Read Article.
December 14, 2007
Warm-Up Questions For Cold CallsIt’s important to build a relationship with a customer before you start pitching your products and services. Warming them up with small talk is a nice start, but you can only milk that so far. The bottom line for prospects is: how will you eliminate my business headaches and help me profit? Read Article.
December 13, 2007
Scheduling Your Own AppointmentsEven your most high-octane business solution will stall in the driveway if you can’t get through to customers who’ll truly benefit from it. This article explains different ways to put yourself in the driver’s seat and schedule your own appointments with time-crunched clients. Read Article.
September 21, 2007
Out Of The Past: Be A Sales ArcheologistJust as archeologists dig deep to learn about the world’s past history, you as a salesperson will learn plenty to help both your prospect and yourself when you ask questions about his company’s past. Everything you need to know about a customer can be found in the past, so why not spend more time there? Here’s how to delve into your prospect’s history and unearth his priorities, motives, and behaviors. Read Article.
July 27, 2007
The Neuroeconomics Of Sales: How Buyers Really DecideResearch confirms what you’ve probably suspected: Buyers are deeply irrational beings.
A group of scientists from CalTech, Carnegie Mellon and MIT reviewed studies examining how peopl... Read Article.
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