MAR
26
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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 without a decision? “Let me think it over.” “I need to run this by Bob/Sue/Kenny/Jen.” “Call me in two weeks.” This is a problem prospects share with me consistently. It’s important to emphasize that there isn’t one cause for this problem. Let’s consider what may be happening when running into this stall. HubSpot brought to my attention the phrase “ the buyer’s journey ” which has significance...
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  502 Hits
502 Hits
MAR
12
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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 information about the buyer’s business and the seller’s product or service. It’s more informal than formal as each side assesses whether there is a level of trust and credibility to engage in a deeper conversation. A warm referral can speed up this process, otherwise you can take something from your education based marketing materials (blog post, relevant article about their business) to move the process forward. What happens next is often the place where sales are won and lost. In this series of blog posts about Must Have Sales Skills in 2018 the ability to question your way to the sale...
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  653 Hits
653 Hits
FEB
26
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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 salespeople? Although there are a multitude of issues facing sales organizations the answer to these questions can be perplexing. Why is that? From a hiring perspective you should rely less on resumes. Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions. The remainder of the work you must do to find great salespeople is in the interviewing process. There are ways to understand a candidate’s communication style. They can fall into four different categories; Decisive individuals tend to be more demanding, forceful and determined in their communication. Interactive individuals thrive on being around others and are inclined to share...
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  682 Hits
682 Hits