Loyalty is a human emotion. An account cannot be loyal; rather, people in the account are loyal.
Selling Strategies Archive
The value of being able to clearly identify and own the present position of a sales opportunity cannot be underestimated.
You may have seen this meme going around LinkedIn a few months ago: "Your smile is your logo, your personality is your business card, how you leave others feeling after an experience with you becomes your trademark."
Lately I've noticed an uptick in people conducting "JOT" sessions and almost all of my clients wanting to focus on the "One Thing" that they have determined to be most important.
Many people believe that they are coaching when they provide advice or counsel. While this approach might be helpful in many cases, it's not coaching.
One of the biggest issues I encounter with sales managers is failure to adapt their coaching style to match the personality and selling style of the rep they are coaching.
There are a million ways for a customer to say no to your offer or proposal. In fact many reps can make the mistake of thinking a no is really a potential yes — because customers claim they just need more time …
Taking the time to plan and identify potential negotiables will pay dividends to your company’s bottom line and to your commission check.
When I started out in sales, one of the first things my oldschool manager required was for me to fill out and turn in a weekly itinerary every Friday for the upcoming week.
Over the past two issues I’ve outlined the importance of meeting planning and shared the first two steps to ensuring your meeting is successful. Remember the sandwich analogy?