Tailor Your Sales Proposition and Positioning the Benefits | Professional Selling Skills
What is a sales proposition? A sales proposition is your presentation of a solution. A solution that potentially solves the problems and...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
How to Take Your Problem Questions Deeper | Effective Selling Skills Training
Your analyses of prospects’ and clients’ businesses should focus on the problems that need solving. By asking a series of questions...
Setting your Sales and Marketing Goals | Goals Planning | Sales Management
What is a goal? A goal is a written statement of intent. It represents an important target that you are aiming for. Your sales and...
How to Design a Winning Proposal | Sales Presentation Skills
What is a proposal? A proposal is your summation of exactly what your client will get for their money. You will usually only prepare a...
Planning Sales Call Improves Success | Effective Sales Planning Training
Different decision influencers need to be approached in different ways. Forgetting to plan the objective of each sales contact or setting...
The Art of Listening Skills | Effective Listening Skills
What is Listening? Being listened to is very important to most people. It is a sign of respect and genuine interest. True listening...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
Keys to Better Listening for Wants | Effective Listening Skills Training
As already mentioned, listening is more important than asking questions, and asking questions is more important than talking. Yet there...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
Strategic Planning & Marketing Strategy | Sales Management Strategy
I had the challenge of working with a large firm whose growth had flattened out during the preceding three years. (In contrast, in the...
How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
Listening Is Key to Creating Wants | Listening Skills Training | Customer Service Skills
Almost every book on selling has a chapter on asking questions. Marketing and sales trainers encourage you to ask, “Open-ended...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
How to Develop Your Marketing Skills | Sales & Marketing Training
Everywhere I go, professionals ask, “Why should we market now? We have more business coming in the door than we can handle. Our phone is...
