Sometimes the best approach to improving sales with a certain group of prospects is to tell them to buy. This group of prospects tend to be followers, not leaders. They are pleasers. They are easily confused. They often tend towards being
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When to TELL Customers to Buy
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5253 days ago
Made Hot by: ianbrodie on December 1, 2009 10:44 pm
25 Fantastic Sales Questions
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5258 days ago
Made Hot by: SalesBlogcast on December 1, 2009 8:44 pm
In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at
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Ouch! Sometimes it Hurts to Look for Customers' Pain
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5256 days ago
Made Hot by: starresults on December 1, 2009 8:40 pm
Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on
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Cold Calling — No Pain — Just Gain! - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5256 days ago
Made Hot by: starresults on December 1, 2009 8:39 pm
There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say.
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10 Essential B2B Sales Attributes (and their 10 Essential Opposites): Activity vs. Effectiveness
Posted by iannarino under SalesFrom http://thesalesblog.com 5256 days ago
Made Hot by: starresults on December 1, 2009 8:38 pm
The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales.
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Lost Sales - Causes and Remedies
Posted by alenmajer under SalesFrom http://www.alenmajer.com 5255 days ago
Made Hot by: HomeBusinessMedia on December 1, 2009 12:00 am
You can't expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training.
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Closer vs. Opener
Posted by iannarino under SalesFrom http://thesalesblog.com 5255 days ago
Made Hot by: starresults on November 30, 2009 11:35 pm
The second in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on Closer vs. Opener.
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A Random Walk Up Sales Street — 23 - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5254 days ago
Made Hot by: shanegibson on November 30, 2009 11:32 pm
Many sales organizations and managers seem to accept the status quo the 80/20 rule brings. While it is very much prevalent, it can be overcome, but for many it is somehow easier to live with it than challenge it.
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The WOW Approach to Price Negotiations - The Pipeline »
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5257 days ago
Made Hot by: shanegibson on November 30, 2009 10:36 pm
BY adopting the WOW approach to sales negotiations you achieve the best results for your company, your customers, and yourself.
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8 Strategies For Bypassing Voicemail
Posted by wendyweiss under SalesFrom http://www.wendyweiss.com 5264 days ago
Made Hot by: HeatherStone on November 21, 2009 1:11 am
What do you say when you reach your client's voice mail? The Queen of Cold Calling Shares her tips for bypassing voice mail, to reach your prospect, directly.
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