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What separates top sellers from average sellers? Great post by Jill Konrath of Selling to Big Companies. The permalink for Jill’s original post is here. _____________________________________________ Selling is tough! There’s no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to practically give things away just to get the [more...] Great post by Erica Stitch over at the RainToday blog. The permalink to the original post is here. ____________________ There’s no doubt that building a strong relationship and making a connection with a buyer is essential to winning new business. After all, when selling services people do business with people they like. But building rapport is not as easy [more...] Loved this post over at RainToday.com. You can go to the original article here. We thank Andrew for giving us permission to use his article. His contact info is below. A lot of experienced salespeople call this the “happy ears” problem. The salesrep wants a deal so badly, he hears only what he wants to hear. [more...] Do you differentiate between prospects or do you generalize to try and save time? Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What [more...] The follow up call is usually the most important, and the most difficult, call in the sales cycle. Without an organized plan of attack it is easy to lose the interest of the prospect even if they were very responsive during the initial cold call. In an article written by Jim Domanski, president of Teleconcepts Consulting, [more...] Sorry, dear readers, but I’m on a bit of a rant. If I see one more boring PowerPoint presentation, I’m going to vomit! Let’s keep this really simple. What should be in a PowerPoint presentation? Few words — if you have more than 8 words on your slide — kill it. One of the most common mistakes made by salespeople is to see the world through their eyes. They talk about their products and services because that is what their company taught them to do. But as Stu Schlackman points out in the article, Are You Customer Centric? – which was nominated for a best sales [more...] |
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