Archives

All Posts Tagged Tag: ‘better conversations’

The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

Read More

Could your pre-call checklist be more thorough?

The Great Pyramid of Giza built in 2584 BC; the beautiful Sistine Chapel constructed in 1473, and our own White House, whose cornerstone was laid in 1792, would have undoubtedly never stood against time, without a building plan.  Greatness requires a plan, but how many sales people shortcut the planning stage in their day? Exactly what is a plan? It …

Read More

Moving Conversations Beyond Product and Price

Sales conversations inevitably follow a specific course, down one topical path. It is a well-worn and often quite predictable track called “product and price.”  To improve your chances for a sale, you may try to steer the conversation in other, more intellectual directions. Your intention of course is to engage the buyer in a higher quality discussion that addresses their …

Read More

4 Proven Methods for Rapid New-Rep Onboarding

Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have …

Read More

How to Have a Brilliant Sales Conversation Every Time (hint: Don’t Break These 4 Rules)

What, does the term “Selling” mean to you? I decided to see how the various dictionaries define Selling–beyond the obvious. Paraphrasing what I found, Selling is “to persuade or influence to a course of action or to the acceptance of something; to bring about or cause to be accepted; to advocate successfully.” Persuade. Influence. Advocate. To sell-and to do it …

Read More

Bridging the Pipeline Chasm: 3 Essential Elements for Converting Leads to Closed Business

As sales leaders, we place a high degree of focus, energy, and resources on lead generation to keep our sales pipeline full, and of course, flowing steadily. And rightly so, we direct an equally high degree of these same assets toward the other end of the pipeline where – if all goes according to plan – we chalk opportunities up …

Read More

Three Quick Tips for a Better Interaction

The next target name and title for your new B-team salesperson pops up on his screen. He takes a quick look at the company web site and then punches “dial”. His conversation starts the exact same way his last conversation did. He doesn’t have any context for how your company can help his target, instead using a “One Conversation Fits …

Read More

4 Simple Steps to Building a Perfect Escalator – Not Elevator – Speech

By Jim Domanski The trouble with a classic elevator speech is that in tele-sales no one has the time or the inclination to hear what you have to say. Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it …

Read More

WIIFM – What’s In It For Me – Your Secret Weapon to Getting Your Prospect’s Attention

Change.  Inevitable,  Constant.  Everyone’s talking about it.  Social media, the new (2.0) customer, the downsized organization – and how selling strategies need to change to adapt to today’s customer. As sellers, I think we can all agree on a few things, today’s customers: Are harder to get on the phone Are less likely to respond to email Can discover a …

Read More

Higher Margins and Bigger Paychecks Using a Powerful Story

How are some companies able to generate consistently higher margins than their competitors?  Take an organization like Tiffany & Co. jewelers.  The silver, gold, platinum and diamonds are the same as the next jeweler’s… right?  Tiffany & Co. has a “story” that eclipses the product inside.  This story which is based on tradition, quality, workmanship and a superior customer experience …

Read More
Page 2 of 3«123»

Incite: to stir up or provoke to action