Sales Skills

The Sales Producers Blog

10 Part Series – Must Have Sales Skills in 2018, Skill #3: Get to the truth…faster!

10 Part Series – Must Have Sales Skills in 2018, Skill #3: Get to the truth…faster!

You presented a proposal to ACME Corporation ten days ago. The meeting was cordial and things seem to have gone well. An agreement was not reached. Now comes the waiting game. When will it close? Why hasn’t it closed? Have you ever made a presentation that ended...

You must understand where the buyer is in their journey in order to add context to if, how, and when they will make decisions.

10 Part Series – Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

10 Part Series – Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

“My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table.” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of...

Salespeople can be fooled into thinking they meet a prospect at the Decision stage regardless of where the buyer is in their journey.

10-part Series – Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

10-part Series – Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

“Self-awareness is a key to self-mastery” – Gretchen Rubin   How well do you know your salespeople? How well do they know themselves? The two rhetorical questions I hear consistently from prospects are: How do I find great salespeople? How do I retain great...

Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions.