Monthly Archives: August 2011
Call Strategy
Sometimes I think we hear the phrases that have been used so often to describe the different components of the sales call that we don’t really pay attention to what they mean. Pre-call planning is a great example. How often … Continue reading
Using Simple Words
Keep It Simple, Salesperson! That was a well quoted mantra when I started selling. It still rings true today but I wonder how often we remember to follow that advice. I recently had the opportunity to work with two reps … Continue reading
To Excel in Selling
To excel in selling, you need to continue to sharpen your skills, to learn more about the art of selling and to continue to hone your craft. The truth is that the vast majority of people in any organization, including … Continue reading
Individualizing Your Sales Message
Each person is different. No one would dispute that fact. Then why is it that time after time, sales people tend to treat all of their customers the same? Perhaps this consistent treatment is rooted in the traditional training that … Continue reading
Listening vs. asking questions
Sales training typically concentrates on how to ask questions as an effective way to engage your customer. Often the focus is on the different types of questions to ask and which are more appropriate to use during specific parts of … Continue reading
