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The Center for Sales Strategy Blog

How to Use Tension to Advance the Sale

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Salespeople often slow down a sale or lose it altogether because they are not willing to create tension. I am not talking about relationship tension. I am talking about task tension.  

You want to get to task tension as quickly as you can. This is what sales acceleration is all about. However, smart salespeople know you need to create a foundation of relationship—essentially reducing relationship tension so you can create task tension. You can’t rush to task tension until you remove relationship tension. You remove relationship tension by helping the prospect see that you are someone who can be trusted and could bring value.

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Topics: business relationships, Sales, sales process

Three Steps to Generating Quality Case Studies

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The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services. 

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Topics: business development, case studies, business relationships, new business development, Sales

Sales is Like Dating: How to Build a Lasting Business Relationship

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It seems that every year, a friend of mine has what she thinks is a "happy relationship.” Then Valentine’s Day arrives, and the wheels start to come off. It's sad, and heartbreaking, to watch my sweet friend go through yet another breakup.  

Dating is a similar process to sales. At The Center for Sales Strategy, we've often drawn parallels between the two. Here are a few pitfalls to watch for, as you strive to build a lasting business relationship. 

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Topics: business relationships, Sales

6 Horrible Words Customer Focused Salespeople NEVER Say!

6 Horrible Words Customer Focused Salespeople NEVER Say!Recently, I was talking with a salesperson about his initial approach to prospective customers. He couldn’t seem to get folks interested in having a conversation with him. He was hearing the immediate brush off of “no thanks, not interested” soon into every cold call. While this is common, there are specific tactics that can warm up cold calls enough to get prospects to take your call, and even set aside time by scheduling an initial call.  My call with this particular rep was to share some of those tactics and best practices to help him experience more success during his initial approach.

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Topics: business development, business relationships, Management, Sales