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: 1-2 minutes The top-producing sales reps master discovery questions that lead to their company’s differentiated value. When reps are effective at discovering a buyer’s value drivers along with any unrealized needs, it benefits them at all stages of the sales cycle. When reps … 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
7 Customer Care Secrets of Dunkin’ Donuts & Chick-fil-A
“When it comes to creating great customer experiences, virtually any business, start-up or nonprofit will profit from the best-insights of Dunkin’ Donuts and Chick-fil-A.” As two of the kingpins in the quick-serve restaurant business, they both have exceptional brand recognition and exceptional financial performance. It didn’t … Read More
How to Leave Better Voicemails
Why do customers delete voicemails without acting on them? What causes salespeople to fail getting in the door with important accounts? Leaving poorly communicated voicemails is one of the main reasons for not getting in the door and why customers hit ‘delete’ instead. If your customer would … Read More
4 Simple Steps to Differentiate Your Value
Your value proposition. You know it must be compelling to land the sales you want. You’ve sweated over the details, carefully tailoring each differentiator. You communicate it, and what happens? The customer tells you they don’t see any advantage and that they’re already happy with … Read More