Having a successful approach to analyze why you won or lost a sale is one tool you definitely want in B2B sales today. But, you’ll need the cooperation of your prospect to do it effectively. The reason you want to know why you lost a … Read More
Five Attitude Keys For Your Best Year Ever
Attitude involves how we look at life. It influences our physical and emotional wellbeing, and affects our personal relationships. Virtually anything worth achieving can be helped along with a positive attitude. A negative attitude, on the other hand, can seriously compromise a person’s performance and … Read More
Why Listening Can Increase Your Sales
When sales fall short the obvious culprits get the blame: the product line is weak, prospects don’t get your value or the price is too high. But no one blames it on inadequate listening skills. And yet, listening has been the focus of many studies … Read More
How to Create Trust and Value With Any Buyer
Reading time: less than 2 minutes Customers want value, and they want the sales rep they deal with to bring value themselves. How so? By not wasting their time, being honest, offering distinctive and relevant insights they can benefit from. To bring value, however, you … Read More
How To Be A Pro At Asking Discovery Questions
*Read time: 2-3 minutes The top-producing salespeople master discovery questions. When you are effective at discovering a buyer’s value drivers and any unrealized needs, it benefits you at all stages of the sales cycle. Being good at discovery requires the 3 C’s: curiosity, concentration, and … Read More
7 Keys to Making A Great Presentation Every Time
Have you ever thought about what makes a presentation great not just average? In my experience, there are seven keys to delivering great presentation. Interview a sampling of people and do your homework (discovery) to thoroughly understand your client’s organization and industry. From your discovery, … Read More
10 Quick Tips for Writing Sales Emails
Reading time: 2 minutes I had lunch yesterday with a friend. He took a week’s vacation and came back to over 800 emails! Can you imagine what he did? He deleted as many emails as possible in as little time as possible. The brutal fact … Read More
How to Sell Any C-Suite Executive In Any Industry, Anywhere
Reading time: 2 ½ minutes More executives today are involving themselves in the purchase process of long-cycle, large, or complex sales. Some sellers are unnerved by this development because selling to top executives isn’t something they are trained to do. There is definitely a knack … Read More
How to Be Strategic With Your Questions
*read time 2 minutes If you Google the word strategic, one definition places it in the context of selling, best: Relating to the identification of overall aims and interests and the means of achieving them. The overall aim is to land sales. Strategic questions (the … Read More
How To Write Million Dollar Sales Emails
You can generate positive responses; book more appointments and close more sales with million dollar sales emailing techniques. The best part, it requires the mastery of just a few simple tactics starting with writing clear, concise and compelling emails. Say it to yourself… Clear. Concise. Compelling. Say … Read More