One of the practices we preach is that every client meeting should start with a quick overview of events leading up to the meeting, and an agenda for what you would like to accomplish during the session. It is a step that people often skip… at their own peril. Why do I make that sound so ominous?
Demrie Henry, on April 8, 2013
If you were to ask 100 salespeople why they hate sales meetings, and then take all of their reasons and put them in a giant pot, fill it with water, and turn up the heat… the myriad of responses would all boil down to one and only one reason; they believe they’re a waste of their time!
The Center for Sales Strategy, on April 5, 2013
Mike Anderson, on April 4, 2013
The Center for Sales Strategy, on March 29, 2013
It’s been said that “price objections melt in the presence of a bright idea.” And there is some truth to that axiom. But selling ideas is hardly a novel approach these days. In fact, your competitors attempt to do that every day.
The Center for Sales Strategy, on March 26, 2013
During a recent workshop, I played the part of the prospect as one seller after another approached me with their list of needs analysis questions. And almost without exception, the sellers' priority seemed to be getting through the list of questions they and their team had prepared, rather than harvesting the information I was hoping to offer.
The Center for Sales Strategy, on March 22, 2013
Package selling is not necessarily for product peddlers only. You CAN sell a package without losing focus on the customer and her unique needs.
John Henley, on March 18, 2013
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?
