June 14, 2018 9:52 amPublished by Andre Bruchez
Salespeople are often taught to provide a reason when they ask a customer for something – to agree to a meeting, to provide a referral, or to buy a product….
June 8, 2018 2:39 pmPublished by Andre Bruchez
Compared with one-on-one coaching, group learning may seem like a compromise. It’s a time-efficient way to get across basic concepts and need-to-know information, but it’s certainly not the same as…
June 7, 2018 7:05 amPublished by Abdur Rahman
As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks…
April 23, 2018 4:29 pmPublished by Andre Bruchez
Salespeople are trained to uncover buyers’ needs – both needs they’re well aware of, and needs they haven’t yet clearly formulated in their own minds. In this Quick Take, you…
March 6, 2018 10:58 amPublished by Andre Bruchez
Compared with one-on-one coaching, group learning may seem like a compromise. It’s a time-efficient way to get across basic concepts and need-to-know information, but it’s certainly not the same as…
March 6, 2018 10:48 amPublished by Andre Bruchez
Compared with one-on-one coaching, group learning may seem like a compromise. It’s a time-efficient way to get across basic concepts and need-to-know information, but it’s certainly not the same as…
October 23, 2017 3:58 pmPublished by Andre Bruchez
Check out these three 5-minute micro-learning programs: Why Salespeople Just Can’t Shut Up How to Unseat an Entrenched Competitor Tough Negotiations: How to Hold Your Ground With a Price Bully…
August 10, 2017 4:45 pmPublished by Andre Bruchez
It’s no secret that referrals are incredibly valuable prospects that can turn into high-value buyers — and you should never miss the opportunity to ask your customers for them. But…
July 18, 2017 9:50 amPublished by Andre Bruchez
You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you…
July 17, 2017 1:42 pmPublished by Andre Bruchez
Sooner or later, every salesperson faces angry customers. Maybe it was something you did. Maybe somebody else in your organization dropped the ball. Maybe the customer is just being unreasonable….
