We all know it's important to talk early and often about what your clients expectations are. After you identify a true client need is the time to start talking about expectations.
by Emily Estey, on May 15, 2013
We all know it's important to talk early and often about what your clients expectations are. After you identify a true client need is the time to start talking about expectations.
by The Center for Sales Strategy, on March 15, 2013
So, you have an appointment with a new prospect. That’s good. Is it clear to the prospect what you’ll be talking about, or did you sort of leave a few important details out just to get your foot in the door? After all, once they spend a little time with you, they’ll be charmed with you, right?
by Jeff Roth, on February 18, 2013
Take a moment and think of times you were up-sold in the past. It happens so frequently, that you don’t even realize it. I wanted to order flowers on a website, another screen popped up and I ordered chocolates and I received free shipping… I went to the auto repair shop specifically for an oil change and added two additional repairs that my service clerk recommended… As a sales strategy, is this a bad thing or a good thing?
by Jim Hopes, on February 8, 2013
As a sales professional, you are accustomed to what it feels like from the seller’s experience juggling prospects, customers, details, and priorities. But, have you ever stopped to think what life feels like from the prospect’s point of view assuming they stay with you through the sales process? Do you sometimes disappear from the sales process only to reappear when you get back on track with your schedule?
by Mike Anderson, on January 24, 2013
by Mike Anderson, on December 26, 2012
In their trend forecast for 2013, Trendwatching.com shares an observation called “Mobile Moments.” The idea is that people are now making use of every available moment, since they can hold their news sources, entertainment, telephone and social network in the palm of their hand.
by John Henley, on November 28, 2012
You shouldn’t be satisfied if you nail your objectives 100% of the time. If you hit the bull’s eye every time, you are standing too close to the target. Challenge yourself and your team to stretch—to achieve great things. When you succeed, celebrate! When you don’t, congratulate the team for being willing to shoot for a tough goal. Then analyze what went well, discuss what could have gone better and set your next goal.
by Dana Bojcic, on November 23, 2012
One of the most difficult aspects of selling is getting the first appointment with a new prospect. That is a fact, but it shouldn’t be the only focus. Simply getting the appointment is not the goal; the goal is to get a good appointment.
by Janie Worch, on November 5, 2012
I recently visited my daughter’s kindergarten class as a volunteer. There were many routines the children followed including putting book bags away, sitting crisscross applesauce in circle time, and reciting the Pledge of Allegiance. But one part of the daily morning routine really hit home. It was called “The Daily Itinerary.”
by The Center for Sales Strategy, on October 23, 2012
Think of the last family wedding you attended. Did you sit at a table with Aunt Nelda, picking at your salad? Or did you get up and mingle and dance? Did you do the funky chicken?
Improve your sales performance. Sales managers can gain unique perpsectives on hiring and developing more effective sales teams. Salespeople can improve their approach to getting more appointments with target prospects, uncovering desired business results, and engaging clients in a collaborative process that leads to the sale.
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