Meet Deb Calvert: Deb Calvert is September’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Calvert has had a long relationship with SalesPOP!, sharing her insights as one of Treeline’s “65 Most Influential Women in Business” and a professor ...
Julie Hansen is July’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Hansen leads the sales industry in presentations, helping salespeople to create and deliver the perfect sales presentation. She founded Performance Sales and Training, an organization that helps ...
Matthew McDarby has been a long time contributor to SalesPOP!, and is absolutely deserving of being this month’s spotlight contributor. He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. His contributions date back to SalesPOP!’s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the ...
If you want to make an impression with prospects and deliver sales presentations with impact, you’re going to have to do A LOT more than repeat researched numbers! Today, it’s extremely important to make an emotional connection with the PEOPLE in the room. But the good news is that there is a science to this ...
In any meeting with more than 2 people – you’ll find that there will be present both an ally and an antagonist. They come from opposing points of view to their own needs and certainly to your offering. But more – the antagonist really wants to be heard. He or she has a point of ...
There has been so much published about “closing the sale.” Specifically, about WHEN to close the sale. I don’t even use that term anymore because its name alone gives the wrong impression about how it’s done! “Close” gives the impression that it’s conducted at the end of the sales process. When really, closing the sale ...
Secrets of Persuasive Behavior Part 1 Persuasion is a word that is very often misunderstood. People associate persuasion with high pressure sales or manipulation. When I talk about persuasion here – I’m talking about assisting your clients in doing what’s in their own best interest. The ability to persuade your clients is critical in any ...
Data doesn’t sell. Stories do. I’ve seen way too many failed attempts by sellers as they try to persuade customers – by using data as their tool. It just doesn’t work. A winning delivery is about crafting a memorable and emotional story. Here are some elements that your story should include that will grab their ...
Your clients today need INSIGHTS. They need help navigating all the new platforms and marketing tools, and as their consultant it’s your job to help them. If you think your role is just to “sell” them something but not to consult – you’re missing a great opportunity to grow trust, credibility and rapport by HELPING ...
Your physical mannerisms have a lot to do with how people “see” you and what kind of perception they have about your trustworthiness. Even without speaking – your gestures make a difference in how you are perceived by others. Here’s a list of 4 gestures that can help you to appear trustworthy… without you saying ...
Many people want to start off the new year with a bang – whether it’s a pact to drink more water, get to the gym three times a week or even just to be kinder to themselves. This is the time of year that we’re all starting with a clean slate and we get the ...
It’s no longer just the sales teams who are responsible for “sales.” Today – every person who interacts with customers is a part of the sales team and is in part, responsible for sales results. Here are three tips for managers and executives to help the entire company become “sales centric:” Focus: As the leader ...
