Despite today’s explosion of technology and information, we’re still encountering some of the same selling challenges we did 25 years ago. Knowledge isn’t the problem–it’s the application of knowledge that’s ...
“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This ...
Good salespeople take the time to really know their competition, and invest the necessary time to evolve tactics and strategies to overtake competitors. They come up with value propositions and ...
There are hundreds of selling systems and sales approaches. “Unique proprietary methods” are touted by every sales consulting or development firm and every sales guru. But there is one common ...
The power of ride-alongs with salespeople has been long understood by sales managers. It helps build relationships with reps, and firsthand observation of a sales call provides immediate demonstration of ...
Great sales professionals always ask effective sales questions in order to influence and engage customers and prospects. Questions that are well thought out change the whole dynamic of a sales ...
As you might know, an “elevator pitch” is a selling tool and conversation starter that very briefly but powerfully describes your business, product or services. It answers a prospect’s question ...
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