Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …
Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a VP at Comcast. Sometimes …
When I started assembling my current crew, my current Vice President told me a remarkable story about opening a sales call, displaying exceptional sales acumen for someone who was just starting her sales career.
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
In a previous post, we introduced the concept of the Impact Statement and using that tool to focus the opening of your sales call. Remember, as stated before, no one is sitting by the phone waiting for your unsolicited call, and sometimes, not even your scheduled phone call. People are busy. They have things that …
How to Make a Powerful Sales Opening with the Impact Statement Read More »
This post on the sales process was originally published on Aug 28, 2017 and updated on Aug 7, 2019. Here’s a question you need to ask yourself about your sales process: If I could get in front of more qualified prospects, how much more could I sell? In all of my training sessions and sales …
Boost Opening Your Sales Process with Technology Read More »
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