Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win
Read More
And So, The Kitchen Sink
Posted by iannarino under SalesFrom http://thesalesblog.com 5059 days ago
Made Hot by: billrice on June 28, 2010 4:21 pm
Where Sales Reps Really Go Wrong
Posted by iannarino under SalesFrom http://thesalesblog.com 5060 days ago
Made Hot by: CindyKing on June 28, 2010 8:13 am
Most salespeople, if they are guilt of anything with the dream clients, it is under-communicating, not over-communicating. Clients want to spend time with you, but you have to make it meaningful. Here’s how
Read More
Your Are Not Treating the Presenting Problem
Posted by iannarino under SalesFrom http://thesalesblog.com 5058 days ago
Made Hot by: CindyKing on June 28, 2010 8:13 am
Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem
Read More
Quick Thought For the Week Of 6/27/10 – Todd Youngblood's
Posted by tyoungbl under SalesFrom http://ypsgroup.com 5054 days ago
Made Hot by: daniel.waldschmidt on June 28, 2010 2:04 am
Nothing is easy!
“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” Aristotl Read More
“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” Aristotl Read More
Forget About Building Rapport!
Posted by SalesBlogcast under SalesFrom http://salesblogcast.com 5056 days ago
Made Hot by: HomeBusinessMedia on June 27, 2010 7:01 pm
Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere. Over time, they become numb to rapport-building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on..
Read More
Do Your Customers Appreciate You? – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://ypsgroup.com 5056 days ago
Made Hot by: Jed on June 25, 2010 4:58 pm
Customers remember the things you messed up all by themselves. It’s your job to highlight the times you went “above and beyond” for them
Read More
Sales – What An Awesome Career! – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5058 days ago
Made Hot by: SalesBlogcast on June 25, 2010 1:06 pm
I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean you couldn’t get a real job?
Read More
Beyond Value - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5060 days ago
Made Hot by: ShawnHessinger on June 24, 2010 4:03 pm
Demonstrating value to a buyer is the starting point. To win sales and customers today, you need to be able to demonstrate and deliver impact for a buyer to take action
Read More
Selling With A “Net Cash Flow” Approach – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5058 days ago
Made Hot by: SkipAnderson on June 23, 2010 4:39 pm
This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language
Read More
Think, Work And Act Like a Business Manager – Todd Youngblood's "SPE" Blog
Posted by tyoungbl under SalesFrom http://bit.ly 5059 days ago
Made Hot by: jnelson on June 22, 2010 6:22 pm
If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it is
Read More
Subscribe
“Adam: Adding to the list: Inleed in Sweden! ;)...”
“Lisa: Thanks for your nice words! It is available on my podcast host for...”
“Love the title Martin, where is it available?...”
“Yes, it's quite the new term Martin. But it's been around for a while....”
“Automation is a broad topic but I like ConvertKit for emails and SocialBee...”