A Sales Tip for Effective Communication
This sales tip can help salespeople make sure that the message they are trying to share is truly understood.
The tip is based on the fact that a lot of communication is non-verbal. Some researchers believe that it is non unusual to find situations where more than half of the communication process is non-verbal.
When you are […]
A Sales Tip for Sales Presentations
This sales tip can help salespeople make more effective presentations. Think about the notion of using movement to help create a positive selling environment.
This movement isn’t about bouncing around. It is about identifying the space in which you are selling, thinking of this space as an actress would think about her stage, and maximizing the […]
A Sales Tip from a Fortune 500 CEO
This sales training tip comes from Ralph J. Cordiner…. Not exactly a household name, but years ago, a much more familiar name.
Cordiner was on the cover of Time magazine in January 1959. He was the Chairman and CEO of General Electric from 1958 to 1963 and the firm’s president from 1950-58.
He made his way up […]
A Sales Tip for Cold Calling
This sales tip can help salespeople survive the first fifteen or twenty seconds on the phone with a new prospect.
Try to find out if there is an opportunity you can take advantage of that is set up by your prospect’s dissatisfaction with her current vendor.
“Is everything going well with your ink supplier?”
“Is there something your […]
When You Have to Disagree with a Client or Prospect
There comes a time when a salesperson and a client disagree. The typical interpretation of disagreement is that it is fundamentally bad, that it erodes a relationship and it lessens the chances of a deal getting done.
A more accurate view of disagreement: it is a necessary ingredient of business. Don’t shy away from disagreement just […]