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Selling Tips Tagged Articles
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Communication, Negotiation and Bargaining in Business
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| Decide on a negotiating style. You may be a competitor, looking only for the best deal; others are compromisers, seeking middle ground; or are you the collaborator, valuing good communication and a fair solution for both parties? Try to asses which style works best for your personality. |
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Sales Training 101
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| We are so conditioned to think about selling in terms of “helping customers,” that we sometimes loose sight of the fact that not everyone wants or needs “help.” Think about it. The assistance you offer one is the pestering you provide another. The most important thing to assess when dealing with customers is whether they are decisive or not when it comes to making a decision about your product. From there, you can gauge not only how much you need to give, but also how much “selling” versus backing off is actually necessary.
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C-Level Sales Training Tip 15 - Create the Confidence Necessary to Win-Over C-Level Executives
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| Confidence is what C-level decision-makers want to see in their selling partners. The best way to become confident is to prepare. Here’s how. |
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C-Level Sales Training Tip 16 - Conquer Executive Intimidation - Eliminate Sabotaging Self Doubt
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| Learn how to turn around reluctance or shyness to pursue powerful and/or desirable individuals in this article. Change intimidation into productive and enviable relationships. Intimidation is a form of self doubt which keeps us from networking and approaching the people we’d like to meet and know we should meet, i.e. influential and C-level decision makers. |
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C-Level Sales Training Tip 17-Win-Over C-Level Decisison Makers with Effective Communications
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| Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. Learn from this article how to gab executives' interest and get them talking about what you have to say. |
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GETTING THE STRAIGHT SCOOP
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| Win or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what appeals most to your client so you can be extra sure to deliver on that, or to correct misses and prevent them from happening to sink future deals. |
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LEADS, LEADS, LEADS
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| In a more challenging economy clients’ decision processes often become more protracted. You think that salespeople would jump on every possible lead.
Yet our research and experience show that, even today, many leads are too easily discounted. For example, some salespeople mistakenly discount a lead because the level of the contact isn’t high enough. Yet research shows that many opportunities begin at the operational level.
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LEVERAGE YOUR PREPARATION
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| Preparing for a sales call, while it still takes discipline and time, has never been easier. Technology (CRMs, Google, other web resources) has dramatically reduced research time. The other side of the coin is that technology has made business more instantaneous and that has put more demand on salespeople’s time.
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NO BUDGET – UNLESS OF COURSE…
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| Many of the customers we are talking to may be like your customers. Their budgets have either been cut or all but vanished. What can you do? Linda Richardson article "No Budget - Unless of Course.." explores some helpful tips. |
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ROOM FOR TWO EXPERTS IN YOUR SALES CALL?
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| I read an article recently about programmers. It described programmers as program experts and their clients as domain experts. I couldn’t help thinking how customer-focused we could be in sales if we thought of clients as domain experts. |
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STICKY QUESTIONS
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| How should you answer an “uncomfortable” question or concern by a client that you wish you didn’t have to discuss, for example, a situation in which a colleague left your organization under difficult circumstances or negative press? |
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NOT BUSINESS AS USUAL
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| Many salespeople are reporting that it is taking them twice as long to close a sale. They also agree that there are fewer deals and, therefore, the need for them to close the deals that are in the pipeline is more acute. Certainly customers will not buy without clear value justification and trust in you. But what else can you do to increase your chances that you, not your competitor, get the business that is out there? |
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YOUR EMAILS – THE IMPRESSION YOU MAKE
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| Today, e-mail is probably the most common way of communicating with clients. I continue to be amazed by the e-mails that I get to see that salespeople have sent to their clients.
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How to Grow your Business: Sell More and Hire Salespeople
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| Having had the opportunity to work with thousands of entrepreneurial salespeople during my career, I am now being asked more frequently by our sales partners “how do I grow my business?” It’s a pretty simple question. However, the answer is incredibly complex and unfortunately, there isn’t one correct answer. |
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How to Put Consulting into Consultative Selling
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| To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it. |
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New Real Estate Agents - How to Make Your Listing Presentation Different From Everyone Else's
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| When I started in real estate, one of the first things I was taught was to create a listing package. Into this package went all of the bells and whistles I could find to persuade a seller to hire me. Here's why that didn't work and what to do instead... |
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How to Use High-Influence Sales Questions
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| The Best Questions are High-Influence. While there are many kinds of questions you can ask when selling, the kind that's most powerful is the least used -- and also the least understood.
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Selling to C-Levels - Engaging C-Level Executives in Productive Conversations
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| Senior and C-level people feel thier situation/businessis different than any others like them. Therefore, they don’t care about what you have to offer until they feel you understand them and their situations. Learn how to do this and you'll keep C-levels and other executives engaged and excited to be with you. It's easy if you follow these simple tips.
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Selling to C-Levels - 8 Interviewing Tips to Easily Close Sales
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| Interviewing questions open up C-levels and other prospects to reveal the triggers that will cause them to buy from that interviewer. Interrogative questions turn-off people like a light switch. So to win-over prospects and C-levels, follow these 8 suggestions.
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C-Level Relationship Selling - 9 Active Listening Steps to Effortlessly Sell Prospects
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| Sales calls are the most important step for selling and relationship development. That’s why you have to have a strategy to get people talking while you listen with an ear to understand. Learn the 9 steps strategy to win-over C-Level executive and other prospects in this article
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How Is Your Phone Being Answered?
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| Consider these four points: Is your phone answered by the third ring? Is the greeting friendly, professional, interested and energetic? How is voice mail etiquette handled at your company? Is your voice mail answered by you and is the message up-to-date? Let’s look how one call was mishandled. |
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C-Level Relationship Selling – How to Differentiate When Selling
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| Differentiating is a good talking point, but it doesn’t close sales. Showing you’re competent does. Use numbers, names and details to show your difference makes you competent in what matters to the C-Level buyer.
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C-Level Relationship Selling – Good Work Won’t Win the Next Sale
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| To win sale after sale from the same customer, you must do more than good work. You must let buyers know what it took to make it good. You must associate yourself with the winning solution and prove that you’re special. Read and learn how.
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C-Level Selling - The Great Customer Experience
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| C-Level Selling - The Great Customer Experience Happens When the
C-Level Executives Are Satisfied. The Great Customer Experience requires making C-level executive constantly feel you are helping them succeed. Learn what’s required in this C-level selling article.
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