Is Closing Something You Do “To” or “For” Your Customer?
Before you get into the “how” of closing, understand “why” you close. Adopting a customer-centric model makes closing both easy and imperative!
Read MoreWhy Your Customer Feels the Need…the Need for Speed!
We live in a fast world addicted to speed. So why are salespeople so slow to respond? It drives your speed addicted customer bonkers!
Read More3 Clear Steps for Accomplishing Your HUGE Goals
So how do you even begin tackling a HUGE goal? These three methods offer a good framework for achieving any goal.
Read MoreDoes Your Value Proposition Suck? Here’s How to Craft a Killer Sales Message
When crafting your killer sales message, start with the buyer first (not the product!) and look at the value proposition through their eyes.
Read More7 Habits of Highly Effective Sales People (An Homage to Dr. Covey)
Amy O’Connor’s latest article for Builder and Developer Magazine offers 7 Habits of Highly Effective Sales People. By way of…
Read More3 Tips to Help You Nail Your Opening Sales Line
A professional singer takes the stage. The audience awaits with anticipation. Do you think she decides at that moment what…
Read MoreLearn to Love Your Buyer’s Kids (Or Look Like You Do!)
“Is that what having kids is like?” A sales person recently asked me this when I was out and about…
Read MoreHow to Radically Improve Your Sales Follow-Up With One Simple Tip
Follow-up. Ugh. Even the word sounds boring. I believe if you were to look it up in Webster’s, “follow-up” would…
Read More3 Powerful Questions to Help You Succeed On Your Sales Team
Salespeople tend to see themselves as independent and self-sufficient. But being a part of team is far more rewarding than going it alone.
Read MoreWhy Buyers Actually Want You to Wear That Tacky Name Tag
Let’s take a vote: Who likes wearing a plastic name tag at work? Anyone? Of course not! But it’s time to get over yourself…here’s why…
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