Categories for Sales Blog
Five ways to clear away false assumptions that could kill a deal
February 18, 2013 10:41 am Leave your thoughts Do faulty assumptions sabotage the results you want during a sales conversation? Often such assumptions are based not on fact, but on what you as salesperson believe to be true. How can you avoid these deal-killing assumptions? Read on to find out.
Angry customers: What’s their problem, anyway?
February 13, 2013 11:05 am Leave your thoughts What do angry customers want? Revenge? A refund? Or is it the knowledge that their problem will be solved? Read on to learn the answer, and find out how you can make sure an angry customer walks away satisfied.
Seven steps to making this year’s sales goals realistic and achievable
February 11, 2013 10:00 am Leave your thoughts Did you meet or exceed your personal sales goals last year? Whether you achieved them or not, chances are you’re looking at higher targets this time around. Read on to learn some strategies for how to make achievable goals for 2013.
When negotiating, use the flinch
February 1, 2013 10:40 am Leave your thoughts One good way to get more at the bargaining table is to flinch – react with surprise – when you are on the receiving end of a proposal. Read on to learn why this can work.
The buyer just said yes. Now you have to help him say no.
January 30, 2013 10:48 am Leave your thoughts Before the sale is truly closed, you need to make sure that your buyer is ready to break things off with their existing vendor. Failing to do that can cause a seemingly done deal to reopen, costing you dearly. Read on to learn how to do make sure your deal stays closed.
Study: Small talk can make a big difference
January 28, 2013 11:01 am Leave your thoughts Recent research on career success of MBAs at Stanford University reveals that, 10 years later, the ability to connect and communicate had a much greater impact than grade point average. Read on to learn more.
You can get a real commitment in your first call – here are 5 ways
January 25, 2013 9:48 am Leave your thoughts How often do you make a cold call and get some kind of lukewarm “call me next week” response? You’re not the only one. So how do you get commitment in that first call? Read on to find out.
Are you a little too close to your product?
January 23, 2013 10:13 am Leave your thoughts Do you have a close relationship with your product? Be careful. Sales reps who love their product too much can scare off buyers. Read on to learn more.
