Category - Sales

Is your selling strategy based upon building solid relationships through the sales rep’s likeability factor? If so, you are getting a declining return on the sales rep’s ability to get new business or even maintain existing customers. Most sales reps are very high in the red or relationship quadrant. (Whole Brain Thinking) (Herrmann) They have good people skills …

In 21st century, a sales strategy that focuses on selling something versus helping the customer buy is just plain outdated. People are sick and tired of being sold to, but…. everyone still likes to buy. Most marketing departments are still trying to generate leads through promotion of their products and services, i.e. features and benefits, …

Below is a link to an article on different tactics to use to revive a “mostly dead” sales opportunity (think Miracle Max – The Princess Bride movie). I find three issues to be key when sales opportunities die on the vine: 1) you either did not clearly understand their business issues or you did not …

I have a client where the employees like to copy everyone on an email. This deals especially with complaints. A person will send their complaint to the manager then copy the manager’s boss. Basically, this is a manipulative method of trying to get leverage on the manager because the sender does not trust the manager …

In a recent blog by Rain Selling Risky Business: 4 Areas Buyers Perceive Risk in Sales by Mike Shultz, he reported on a 2005 study conducted by Bain & Company on how sellers and buyers perceive the delivery of value. Eighty percent of the 375 companies interviewed believed that they delivered “superior” value to their customers. …

One of the roles a good sales rep plays is glue or coordinator of resources. A good rep brings together the client/customer and the sales rep’s organization’s resources. I liken it to a Double Stuff Oreo Cookie. Without the great cream filling in the middle you don’t have an Oreo. You have two plain chocolate …

Does your sales process have as its core focus to build trust? Does your sales training have trust as the core factor in winning new business? Trust forms the foundation for everything you do in business and in personal life. Your character holds the key to your trust worthiness. Trust is: truth, sincerity, perceived value, …

I work with a variety of Birmingham, Atlanta, and Chicago organizations in different fields from healthcare to industrial sales. My clients who get the best results see training as a process, not an event plus there is participation in training at the senior level. Most managers arrange training in a transactional format – there is …

I work with a variety of Birmingham, Atlanta, and Chicago organizations in different fields from healthcare to industrial sales. My clients who get the best results see training as a process, not an event plus there is participation in training at the senior level. Most managers arrange training in a transactional format – there is …

I hear regularly from my clients that they struggle finding good sales people, good customer service people or even good quality people for operations. One of the questions I like to ask or engage in discussion is “Please define or outline your recruiting process?” The second question asked is “When a desired candidate turns you …